Bổ trợ kiến thức và bài tập: The business intermediate - Phần 2

Phần 2 của cuốn sách The business intermediate - Bổ trợ kiến thức và bài tập tiếp tục với 4 đơn vị bài học cung cấp các bài tập giúp bổ sung khả năng điền vào chỗ trống trong một bài đọc phù hợp với nội dung bài học, sao cho đảm bảo hoàn thiện về mặt từ vựng, ngữ pháp và ngữ nghĩa; luyện viết các văn bản thương mại hoặc các câu hỏi mang tính nghị luận, phân tích sâu rộng vốn kiến thức của mỗi bài học. Mời các bạn cùng tham khảo!

Unit 5

MAKING DEALS

SECTION 1: REMEMBER

1 FOCUSES OF THE UNIT

5.1 About business – E-tailing

This module focuses on the culture of the way in which companies are trying to increase online sales through specific marketing techniques

5.2 Vocabulary – Negotiating and e-tailing

This module focuses on key expressions for negotiating and describing the process of an e-tailing transaction

5.3 Grammar – Conditionals and recommendations

This module focuses on the use of the first, second and zero conditionals and on verb

patterns with recommend, suggest and advise

5.4 Speaking – Negotiations- bargaining

This module focuses on the language and skills needed for successful negotiating

5.5 Writing – A proposal

This module explores the structure and content of a business proposal and requires students

to write their own proposal

5.6 Case study – St John’s Beach Club

This module focuses on how to negotiate a deal between a company and a buyer to get the best price for a company incentive trip

barge in

(verb)

/ˌbɑːdʒ ˈɪn / Đột nhập, xông vào đột ngột và ồn ào,

thường làm gián đoạn ai đó một cách thô

lỗ

The kids just barge in without knocking (Bọn trẻ vừa xông vào mà không gõ cửa)

barge in on:

He just barged in on us in the middle of

a meeting (Anh ta vừa xông vào chúng tôi giữa cuộc họp)

beware

(verb)

/bɪˈweə(r)/ Thận trọng, coi chừng Dùng để cảnh báo

ai đó về nguy hiểm hoặc khó khăn

Beware, buying a house is full of problems (Hãy thận trọng, mua một ngôi nhà là cả vấn đề đấy.)

Beware - wet paint! (Coi chừng- Sơn còn ướt!)

e-tailer /ˈiː ˌteɪlə(r)/ Một công ty bán hàng trực tuyến

(noun countable

computing)

Recent online pricing mistakes by known companies have highlighted a number of problems facing e-tailers and all those who conduct business on the Internet (Những sai lầm về giá trực tuyến gần đây của các công ty nổi tiếng

well-đã làm nổi cộm một số vấn đề phải đối mặt đối với các công ty bán hàng trực tuyến và tất cả những người thực hiện kinh doanh trên mạng.)

eyeball

(noun countable)

/ˈaɪˌbɔːl/ Nhãn cầu, con mắt, một cách gọi để chỉ

những người lướt web

There are more and more eyeballs paying attention to electronic products (Ngày càng có nhiều người lướt web chú ý đến các sản phẩm điện tử.)

flag

(verb)

/flæɡ/ Gắn cờ, để đánh dấu thứ gì đó mà người

ta sẽ có thể tìm thấy lại được

The program flags possible tax deductions and includes a flexible spending calculator (Chương trình đánh dấu các khoản khấu trừ thuế có thể và bao gồm một máy tính chi tiêu linh hoạt.)

intrusive

(adjective)

/ɪnˈtruːsɪv/ Xâm phạm, mang tính chất xâm phạm,

gây ra sự gián đoạn hoặc khó chịu thông qua việc không được chào đón hoặc không được mời

I realized that their question was quite intrusive (Tôi đã nhận thấy rằng câu hỏi của họ là hơi mang tính xâm phạm)

publicly-traded

(adjective)

/ˌpʌblɪkli ˈtreɪdɪd/ (có cổ phiếu) giao dịch công khai, dùng

cho một loại hình công ty mà cổ phiếu của nó có thể được mua bán trên sàn chứng khoán

By mid-2006, Western was the largest publicly-traded independent oil refiners in the United States (Đến giữa năm 2006, Western là nhà máy lọc dầu độc lập có cổ phiếu giao dịch công khai lớn thứ tư tại Hoa Kỳ.)

fourth-pushy

(adjective)

/ˈpʊʃi/ Đầy nghị lực, táo bạo, dám làm (cực kỳ

quyết tâm để có được những gì bạn muốn, ngay cả khi điều đó làm phiền người khác)

Sign up online to use a provider's online trading platform and within minutes you will receive a call from a pushy salesman (Đăng ký trực tuyến để sử dụng nền tảng giao dịch trực tuyến của nhà cung cấp và trong vài phút, bạn sẽ nhận được cuộc gọi từ một nhân viên bán hàng táo bạo)

smother

(verb)

/ˈsmʌðə(r)/ Bao bọc (thể hiện tình yêu quá nhiều),

phủ đầy, lấp kín (Che đậy hoàn toàn, kín mít)

The definition of smother-love in the dictionary is a relationship between a parent and child in which the parent is over-protective to the extent that the child's normal psychological development is inhibited (Định nghĩa về

tình yêu bao bọc trong từ điển là mối quan hệ giữa cha mẹ và con cái trong đó cha mẹ bảo vệ quá đến mức sự phát triển tâm lý bình thường của trẻ bị ức chế.)

dữ liệu toàn quốc này cho phép theo dõi

số lượng lớn học sinh đăng ký kép sau khi tốt nghiệp trung học.)

5.2 Vocabulary – Negotiating and e-tailing

bank statement

(noun)

/bæŋk ˈsteɪtmənt/ Sao kê ngân hàng Một loại tài liệu được

ngân hàng in ra và chuyển cho khách hàng là chủ tài khoản để kiểm tra tất cả các nguồn tiền chuyển vào và chuyển ra trong tài khoản ngân hàng đó ở một kỳ hạn thời gian nhất định

He ran an eye down the first page of the bank statement, and reread it with quickening pulse, before turning over (Anh ta đưa mắt nhìn xuống trang đầu tiên của bảng sao kê ngân hàng và đọc lại nó với nhịp nhanh, trước khi lật lại.)

5.3 Grammar – Conditionals and recommendations

The bags were found to contain coal dust and ended up sitting in the cellar for many years until the bill was settled (Những chiếc túi được phát hiện có chứa bụi than và cuối cùng nằm trong hầm trong nhiều năm cho đến khi hóa đơn được giải quyết.)

ISO

(nound)

/ ˈaɪsəʊ/ Tổ chức tiêu chuẩn hóa quốc tế (một tổ

chức được thành lập vào năm 1946 để chuẩn hóa các phép đo cho các mục đích khoa học, thương mại và khoa học quốc tế.)

Clause 5.1 of ISO 9001:2015 requires top management to demonstrate both leadership and commitment to the quality management system (Khoản 5.1 của ISO 9001: 2015 yêu cầu ban lãnh đạo cấp cao thể hiện cả khả năng lãnh đạo và cam kết đối với hệ thống quản lý chất lượng)

rpm

(abbreviation)

/ˌɑː(r) piː ˈem/ (Viết tắt) số vòng quay trong một phút

(nhất là để đo tốc độ một động cơ) (revolutions per minute)

The drum rotates at a speed between 400 and 700 rpm If the speed is 4000 rpm, the induction motor will act as an asynchronous generator (Trống quay với tốc độ từ 400 đến 700 vòng / phút Nếu tốc độ là 4000 vòng / phút, động cơ cảm ứng sẽ hoạt động như một máy phát không đồng bộ.)

willing

(adjective)

/ ˈwɪlɪŋ/ Sẵn lòng, sẵn sàng làm việc gì đó mà

không ngại khó khăn gì

The manager is willing to hold talks with the employees to set up new projects in the next five years (Người quản lý sẵn sàng tổ chức các cuộc đàm phán với các nhân viên để thiết lập các dự án mới trong năm năm tới.)

5.4 Speaking – Negotiations- bargaining

auditor

(noun)

/ˈɔːdɪtə(r)/ Kiểm toán viên, người chính thức kiểm

tra tài khoản của các tổ chức hoặc các công ty

Firms will have to provide proof from independent auditors that they have reformed (Các công ty sẽ phải cung cấp bằng chứng từ các kiểm toán viên độc lập rằng họ đã cải tổ.)

insignificant

(adjective)

/ˌɪnsɪɡˈnɪfɪkənt/ Không đáng kể, không quan trọng

This job has led to a saving of over 100 requests a month our current daily workload which, if translated into money,

is not an insignificant amount (Công việc

này đã giúp tiết kiệm hơn 100 yêu cầu mỗi tháng khối lượng công việc hàng ngày hiện tại của chúng tôi, mà nếu được chuyển thành tiền, thì đó không phải là một số tiền không đáng kể.)

lead time

(noun)

/ˈliːd ˌtaɪm/ Thời gian chờ, chuẩn bị (từ khi lên kế

hoạch cho đến khi bắt đầu làm việc gì đó)

We are expecting a large contract to begin soon which involves the supply of expensive equipment with a lead time of about six months (Chúng tôi hy vọng một hợp đồng lớn sẽ sớm bắt đầu, liên quan đến việc cung cấp thiết bị đắt tiền với thời gian chờ khoảng sáu tháng.)

nitty-gritty

(noun)

/ˌnɪti ˈɡrɪti/ Yếu tố cơ bản, thiết yếu nhất

It's time to break out of that shell and deal with the nitty-gritty of your relationships (Đã đến lúc thoát ra khỏi cái vỏ đó và giải quyết yếu tố cơ bản nhất trong các mối quan hệ của bạn đi.)

package

(noun)

/ˈpækɪdʒ/ Gói (hàng hóa hoặc dịch vụ)

The stations that are affiliated with the networks have no other capacity to get the foreign news, to get the big data package, unless they get it from the networks (Các trạm được liên kết với các mạng không có khả năng nào khác để nhận tin tức nước ngoài, để có được gói

dữ liệu lớn, trừ khi họ lấy nó từ các mạng.)

tentative

(adjective)

/ˈtentətɪv/ Mang tính dự kiến, thăm dò

The two organisations are already exploring tentative plans to meet and discuss a joint approach to developing a cooperation (Hai tổ chức đã khám phá các kế hoạch dự kiến để có thể gặp gỡ và thảo luận về cách tiếp cận chung để phát triển hợp tác.)

5.5 Writing – A proposal

breakdown

(noun)

/ˈbreɪkˌdaʊn/ Phân tích chi tiết (dữ liệu tài chính)

The zoo's annual report, published yesterday, did not give a detailed breakdown of the €5 million running costs incurred during the year (Báo cáo thường niên của sở thú, được công bố ngày hôm qua, đã không đưa ra một phân tích chi tiết về 5 triệu euro chi phí hoạt động phát sinh trong năm.)

contingency

(noun)

/kənˈtɪndʒ(ə)nsi/ Sự bất ngờ, khôn lường, khoản chi tiêu

dự phòng

Most large businesses have cash reserves

as a contingency for bad debts (Hầu hết các doanh nghiệp lớn có dự trữ tiền mặt như một khoản dự phòng cho các khoản

nợ xấu.)

fee

(noun)

/fiː/ Chi phí, tiền đóng phí

The price may be as various as the amount paid for a specific commodity, an hourly wage rate, or a professional fee for technical advice, or an insurance premium and so on (Giá cả có thể biến động như số tiền được trả cho một mặt hàng cụ thể, mức lương theo giờ hoặc phí chuyên môn cho tư vấn kỹ thuật hoặc phí bảo hiểm, v.v.)

mail order

(noun)

/ˌmeɪl ˈɔː(r)də(r)/ Việc đặt hàng qua thư

I would suggest mail order and specialist computer magazines as your initial marketing channels (Tôi sẽ đề xuất đặt hàng qua thư và tạp chí máy tính chuyên gia làm kênh tiếp thị ban đầu của bạn.)

merchant

account(s)

/ˈmɜrtʃənt əˌkaʊnt/ Tài khoản ngân hàng thương mại (dùng

để nhận thanh toán bằng thẻ tín dụng)

(noun) These IDs can be obtained from a

merchant bank by applying for a merchant account enabled to receive payments by credit card (Những ID này

có thể được lấy từ ngân hàng thương mại bằng cách đăng ký tài khoản thương gia được kích hoạt để nhận thanh toán bằng thẻ tín dụng.)

process

(verb)

/ˈprəʊses/ Xử lý (thông tin, tài liệu, hồ sơ, đơn từ)

28,000 applications for visas have to be processed soon (28.000 đơn xin thị thực cần phải được xử lý sớm.)

ty kinh doanh có thể bắt đầu phát hành

cổ phiếu sớm như vậy chỉ dựa vào triển vọng lợi nhuận trong tương lai.)

upgrade

(verb)

/ʌpˈɡreɪd/ Nâng cấp (máy tính, máy móc, thiết bị)

They suspect staff of advising customers

to make false claims to replace and upgrade old phones (Họ nghi ngờ nhân viên tư vấn cho khách hàng đưa ra tuyên

bố sai để thay thế và nâng cấp điện thoại cũ.)

5.6 Case study – St John’s Beach Club

bổ ngân sách quảng cáo.)

gourmet(s)

(adjective)

/ˈɡʊə(r)meɪ(z)/ Ngon, dành cho người sành ăn

You'll almost certainly find a gourmet meal and perhaps a franchised gourmet coffee kiosk nearby (Bạn gần như chắc chắn sẽ tìm thấy một bữa ăn ngon và có

lẽ là một quán cà phê nhượng quyền cho người sành ăn gần đó.)

incentive

(noun)

/ɪnˈsentɪv/ Hoạt động khích lệ, chương trình ưu đãi

Potential clients are lured into opening accounts with all sorts of gimmicks as incentives (Khách hàng tiềm năng bị lôi cuốn vào việc mở tài khoản bởi tất cả các loại mánh lới quảng cáo dưới dạng chương trình ưu đãi)

throw in

(phrasal verb)

/ θrəʊ ‘ɪn/ Món tặng thêm (cho khách mua hàng)

If you buy a computer right now, you can get a free printer thrown in! (Nếu bạn mua một chiếc máy tính ngay bây giờ, bạn có thể nhận được một máy in tặng thêm miễn phí nhé!)

vụ nâng cấp, chẳng hạn như một căn phòng có tầm nhìn, để giữ cho khách hài lòng.)

3 GRAMMAR POINTS:

3.1 Conditionals

There are four basic types of conditional sentences in the English language Each type has two parts - the main clause and the if clause

Zero conditional: I take my umbrella if it rains

First conditional: I'll call you if I work late

Second conditional: If the bus didn't arrive on time, I would drive you to the airport Third conditional: She wouldn't have come if I hadn't invited her

If you park your car on double yellow lines, you pay a fine (Whenever you park illegally,

you pay a fine.)

We use the present simple tense in both the main clause and the if clause

3.1.2 Second conditional

The second conditional also refers to the present or future In second conditional sentences

we speculate about situations that will probably never happen

If I had more time, I would help you (But I am not free at the moment I can't help you)

If I won a million dollars, I would start a business of my own (But I know that it is not

realistic.)

We use the past tense in the if clause and would + bare infinitive in the main clause

Note: the verb to be can have a specific form in the if clause

If I were rich, I wouldn't work

If he were younger, he would marry her

(But was is also possible: If I was rich, I wouldn't work If he was younger, he would marry

her.) But: If I were you, I wouldn't do it (In this expression, were is much more usual than was.)

3.1.3 The first conditional versus the second conditional

The main difference between the first and second conditional is about probability: the first conditional is realistic; the second conditional is unrealistic

Sometimes we can use either the first or second conditional with the following difference

in meaning

If I see him, I will tell him (I suppose I will see him, because we go to the same school.)

If I saw him, I would tell him (I don't think I will see him, because he is ill.)

If I need your help, I'll call you (It is probable that I will need your help.)

If I needed your help, I'd call you (It is not very probable that I will need your help.)

Sometimes we must use either the first or the second conditional, because it is clear that the situation is real or unreal

If you get up late, you will miss your bus (a real situation)

If I came from your country, I would understand your problems (an unreal situation - I am

not from your country.)

Other forms

Apart from the basic forms (if + the present simple + will and if + the past simple + would),

we can use other verb forms in the first and second conditional sentences in the English language

Type 1

If you have finished your dinner, you can ask for the bill If you are feeling tired, take a rest

If he is a good skier, he might make it

If you want to be slim, you should eat less If you meet her, could you let me know?

Type 2

If I knew his address, I might go and see him

If we were on holiday, we would be lying on a beach now

Why are we watching this film? If we were watching the news, it would be more interesting

If he had met her, he would have told her (Unfortunately, he didn't meet her.)

If we hadn't practised, we wouldn't have won the match (But we practised and won.)

We use the past perfect in the if clause and perfect infinitive (have + past participle) in the main clause

She wasn't there and I wasn't sitting next to her But if she had been there, I would have been sitting next to her

I was looking at the trees when I fell off the bike If I hadn't been looking at the trees, I wouldn't have fallen off the bike

3.1.5 Mixed conditionals

In the mixed conditional sentences, we can combine the second and third conditional

If he had left immediately, he would be here now (He didn't leave immediately and isn't

We can also make conditional sentences by changing the word order in the if clause Had

he booked the hotel room, he wouldn't have slept at the camp (If he had booked ) Were I in your position, I would accept it (If I were )

This form is less common, quite formal and is mostly used in writing

3.1.7 Note

If is the most frequent expression in the if clauses, but other expressions are also possible

(even if, provided (that), unless, on condition (that), in case)

You will leave tonight even if you don't want to

You can have your birthday party provided that you aren't noisy

We'll sell you the ranch on condition you pay in cash

You should take a dictionary with you in case you forgot some words

Unless you do something, she won't come back (If you don't do anything, )

3.2 Advice structures

Verb patterns with recommend/ suggest/ advise

 recommend/suggest something



 recommend/suggest (not) doing something

 recommend/suggest (that) someone do something

 advise (not) doing something

 advise someone (not) to do something

NOT I recommend you this

NOT I recommend you doing this

NOT I recommend it that you do this

NOT I advise you doing this

NOT I advise that you to do this

4 WRITING – A PROPOSAL

4.1 What is a proposal?

A proposal is a plan, an idea, or a suggestion, often a formal or written one, which is

suggested for people to think about and decide upon A proposal is usually used as a formal document that a group has to consider

Examples:

 Proposals for a new constitution are under discussion

 The President is to put forward new proposals for resolving the country's

constitutional crisis

 The Security Council has rejected the latest peace proposal

A business proposal

A term of business proposal is a written offer from a seller to a prospective buyer

(prospect) Business proposals are often a key step in the complex sales process - i.e., whenever a buyer considers more than price in a purchase

A proposal puts the buyer's requirements in a context that favors the seller's products and services, and educates the buyer about the capabilities of the seller in satisfying their needs

4.2 Structure of a proposal

1 Introduction: Refer to previous contact with your customer, state the purpose and

contents of the document and summarize the objective of the proposal

3 Solution: State the options you recommend, and any contingency plans

4 Benefits: Sell your solution by pointing out its advantages for the customer

5 Process and schedule: Explain procedures, lead time and after-sales service

6 Qualifications and references: Justify your ability to do the job

7 Costs: Give a breakdown of the investment, or refer to a separate quotation

8 Conclusion: Encourage the customer to take the next step

(Adapted from The Business Intermediate Unit 5)

4.3 A sample proposal

Dear Ms Amanda Baker,

Thank you for taking the time to talk to me by telephone today As agreed, please find below a proposal for a ‘MarvelMedia’ website, which I believe will help increase your traffic and sales dramatically

Your current website is currently out of date and therefore unable to compete with your competitors’ sites You are looking for an exciting, interactive site which will attract teenagers and improve sales of your posters

We recommend our ‘MarvelMedia Experience’ range of interactive sites, which incorporate music and video presentations If you subsequently required online games, you would be able to upgrade to the ‘MarvelMedia Gamer’ range with no additional set-up fee

A ‘MarvelMedia’ site will increase traffic to your e-business, since teenage customers will enjoy exciting music and videos on your website In addition, they will be able to download thumbnails of your posters and free ringtones In the unlikely event of a technical difficulty, MarvelMedia guarantee to solve the problem within an hour Our charges are amongst the lowest on the market, meaning that your business will be more profitable from day one

We provide a complete, ready-to-use website installed on your server Please allow 20 days for development and installation Should you encounter any difficulties, our helpline is available 24 hours a day, seven days a week to assist you

With more than 1000 satisfied customers and several design awards, MarvelMedia is one

of the top site designers in over the country I will be happy to put you in contact with other MarvelMedia customers in your area

The design fee for a ‘MarvelMedia Experience’ site is just $3,000, with monthly technical support fees of only $15 You will find full details of our terms and conditions in the attached quotation

We look forward to meeting you to discuss design options: I will call you next week to fix

a date Should you have further questions, please feel free to call me on 0123 456 789 Sincerely yours,

5 OTHER SUGGESTED WRITING QUESTIONS FOR UNIT 5

 What do you know about e-tailing?

 What are the advantages and disadvantages of e-tailing?

 What factors are online retailers facing?

 What are the key expressions for negotiating and describing the process of an e-tail transaction?

 What do you need to do in order to prepare for a successful negotiation?

 How to negotiate a deal between a company and a buyer to get the best price for a company incentive trip?

 How to write a winning business proposal?

 What should you do if you want to start your own e-shop?

 What are the advantages and disadvantages of buying online?

 What are the advantages and disadvantages of using live web chats with sales reps? Why?

 What are the advantages and disadvantages of using customer tracking in business? Why?

e- What do people do following the strategy “smoothing the customers with love”?

 Why, although interactive discussions boost sales, do e-tailers have to be cautious?

 Would you prefer to interact with a conversational agent, to chat online with a sales rep, or to browse without help? Why?

 Define some important stages in negotiation

 What is win-win strategy in negotiation? How to apply it in this increasingly competitive world?

 Do you think buying online will replace traditional shopping? Why?

Fill in each blank with the correct form of the word given in brackets

1 With determined (brisk), Amy stood up and put their cups back on the tray

2 They also said that the huge amounts being paid in legal costs were the result of government lawyers being _ (willing) to settle claims at the earliest opportunity

3 So cunning were you that you not only fooled the partners but the independent _ (audit) for years

4 Many organisations seemed to have an in-built (reluctant) to defend their actions

or even to provide a constructive and forceful image

5 The argument that cheaper labour costs force manufacture abroad should not be acceptable to us as (prospect) purchasers

6 In London, the Home Office confirmed that it was (process) applications for

7 He flipped and stirred, measuring lumps of rice onto plates which he then ( smother) with a brownish stroganoff

8 Sixteen people lost an _(significance) amount, and nine others gained weight or stayed the same

9 The whole thing is here, complete _ (track), guidance, communication and landing controls

10 Some retailers use distinctive _(package) for their own brands, eg one supermarket chain packaged everything in bright yellow

QUESTION 2

I Choose one underlined word or phrase which needs correcting in each sentence

1 E-tail services design has been dominated by the need to measure service quality and the role that service quality plays in satisfaction and repeat patronage

A services B has C plays D satisfaction

2 Online retail service in comparison is broken into two phases, the client interaction phase taking place online and the fulfill phase taking place offline

A retail B broken into C online D fulfill

3 Online retail operation design is severely conflict with offlines operations design

A operation B severely C offlines D design

4 The challenges that usual face by online retailing are begins with the response time of the Web server, moves to the amount of time the customer must wait until the order ships, and also includes the time the shipping process takes

5 Reduce menu costs mean that retailers can employ dynamic or customized pricing strategies

A Reduce B can C customized D strategies

6 The technique of combining various products into bundles sold as a single unit can also

be use on online retailing

8 The essence of the long tail strategy is to sell a small amount of a large number of products rather less a large amount of a small number of products

A essence B sell C less D products

9 To browse a page, consumers must move their eye fixation point, read, comprehend and possible move the mouse to scroll

10 Understanding the consumer’s travelled costs is clearly important to understanding the nature of online competition

A the B travelled C clearly D competition

II Read the passages below and choose the best answer

1 Read the following passage and choose the best answer

Mr Raymond, you are a valued customer to us If you have any questions or concerns, please give me a call by telephone We are always willing to do the best we can for you

Sincerely,

Covyd Corona

Chief Credit Card Officer

National Banking Visa

1 From which of the bank departments was this letter sent?

A Analysis or Statistical

B Country Bank Account

C Credit

D Paying Teller's

2 What is the purpose of the letter?

A His application for a new credit card has been approved

B His credit card no longer exists

C His credit card balance is too high and it needs to be cleared

D His wish to raise his credit line has been declined

3 What should Mr Raymond do in order to get answers for any questions he has?

A Fax to the Customer Service employee

B Leave a message on the Bank's website

C Send an email to Mr Corona

D Call his personal credit card officer

4 What is the main reason the bank declined Mr Raymond's request?

A He has taken too many loans from the bank

B He has been late many times in paying his credit payment

C He has not been a customer of the bank long enough

D He carries a large balance in his checking account

5 What will Mr Raymond probably do next?

A He will pay for his credit card debts regularly

B He will pay for all of his loan interests consistently and not late

C He will try to get rid of all the balances on his credit card

D He will try to make a new account in a different bank

2 Read the following passage and answer the questions

Sales proposals: Love them or hate them, they're an integral part of any successful deal While some salespeople might view these documents as unnecessary - or even as a waste

of time - they're actually one of the most powerful instruments in a salesperson's arsenal of deal-closing tools

In fact, proposals can make all the difference between losing a sale and closing one And when done properly, a proposal will not only help close the sale, but it will also make that sale larger than it otherwise would have been Here are five tips to writing proposals that will do just that:

Tip 1: Focus on the prospect's objectives

Most salespeople write proposals that focus entirely on the deliverables they can offer to the prospect These documents often concentrate on listing off the basic features and benefits of the product or service in question But what about the prospect's needs?

Instead of focusing on what you have to offer your prospect, your proposals should focus

on the key problems your prospect wants to solve In particular, the beginning portions of your proposals should address the challenges your prospect wants to overcome This will effectively turn your proposals into working documents that outline specific client objectives - a powerful tool

Tip 2: Deliverables are not the key

As I said in the previous tip, most salespeople write proposals that are focused entirely on what they can provide to prospects This strategy misses the mark on where the value of the sale truly is: Prospects don't pay for deliverables; they pay for outcomes and results Use your proposal as a platform to articulate what outcomes and results the prospect will achieve as a result of the deal at hand You can describe deliverables later on in the proposal, but don't go into too much detail Focus more on objectives

Tip 3: Keep it short

The majority of proposals are way too long! We're talking multiple pages It should come

as no surprise that prospects are likely to thumb through these lengthy documents - and miss the important information The solution to this problem is simple: Keep your proposal between one to two pages long

By doing so, you'll create a document that prospects are much more likely to read all the way through Your shortened proposals should be concise and relevant Only mention areas that are important to the prospect, and don’t throw in your biography or a list of impressive things your company has done Focus on what's relevant to closing the sale

Tip 4: Give three options

Most proposals only offer one option or solution This is a huge missed opportunity Instead

of providing just one option for the prospect to decide upon, provide multiple options for the prospect to choose from This will accomplish two things First, you'll be able to offer higher level-read: more expensive-options in your proposals This can frequently lead to prospects choosing higher level deals than you had originally expected

Second, you'll create a sense of optionality for the prospect, which will actually dissuade them from looking for alternative options from other salespeople By providing prospects with multiple options, you're acting as your own competition Prospects always want to feel like they're choosing from a set of options, and since you're already providing them with that, they'll be less likely to feel like they have to go shop around

Tip 5: Make it a contract

Simply adding an area to the bottom of your proposals to allow prospects to sign it as a contractual agreement is a game-changer This very simple technique will increase the likelihood that a prospect will do business with you If your sale is particularly complicated,

you can always create a more complex contract down the road But ideally, your proposal will become the deal's contractual document

By implementing these five strategies, you'll close more deals and make larger sales than you have in the past Which of these tips have been most useful to you? Please share with us!

(Adapted from “5 STEPS TO WRITING BETTER SALES PROPOSALS” https://www.salesforce.com/blog/2014/08/5-steps-to-writing-better-sales-proposals-

-gp.html)

6 Why are the sales proposals so important to salespeople?

7 What should salespeople focus on when writing their sales proposals?

8 What are the most important factors that the prospects pay attention to when they read your proposals?

9 What should you do to keep your proposal not too long and make sure your prospects do not miss the important information?

10 What technique should you use to increase the likelihood that a prospect will do business with you?

Ms Susie Smith, Office Manager

Portal Widget Company

PO Box 98756

Philadelphia, PA 19160

Dear Ms Smith,

If you're like many other office managers, you're tired of trying to (1) out the best supplier for office printers You just want someone who will give you what your company needs quickly, efficiently, and at a great price

I've got good news for you

Acme Printing has been making high-quality (2) _ printers for organizations just like yours for 15 years We understand how frustrating it is when your supplier is disorganized, late, or hard to communicate with We pride ourselves (3) _ our top-level customer service and a 36-hour turnaround time for all requests

More than that, we provide a top-level product Our printers help you avoid downtime, consistently produce high quality documents, and provide high-tech connectivity such as mobile printing and Wi-Fi with top-level security features You can put your struggles with office printing behind you

We have three (4) _ I'd like to discuss with you:

• Printmaster 6500 This option gives you exceptionally fast color printing with maximum image quality You can print on a wide variety of materials, including banners up to 47 inches This printer (5) _ up to 15,000 pages per month

• Printmaster 5000 This mid-level printer will give you top-level print quality, along with the high-level (6) _and reliability that are part of all Acme products The Printmaster 5000 supports up to 10,000 pages per month and is best for work teams under

20 (7) _

• Printmaster 2000 This choice is perfect for smaller teams that don't have space for a large (8) _ With the Printmaster 2000, you get a small machine that fits easily in any office

It supports up to 3,000 (9) of high-quality printing per month

I'd love to meet with you to show you how we can put an end to your problems with (10) print quality and frequent breakdowns I'll give you a call on July 10 to answer your questions about the three options we offer

Sincerely,

John C Rep

Account Manager

Acme Printing Company

(Adapted from “Examples Proposals Letters”- communications-sample-letters/example-proposal-letters)

https://business.lovetoknow.com/business-1 A go B sort C figure D point

2 A home B office C person D private

4 A goods B options C sets D combos

5 A supports B makes C improves D launches

6 A display B performance C desktop D screen

7 A users B employees C sellers D managers

8 A printer B room C office D flat

II Writing

Explain the reasons why sales proposal is one of the most powerful instruments in a salesperson's arsenal of deal-closing tools

Unit 6

COMPANY AND COMMUNITY

SECTION 1: REMEMBER

1 FOCUSES OF THE UNIT

6.1 About business – Corporate culture responsibility

This module focuses on the issues around corporate social responsibility and examines the approach taken by one multinational in particular

6.2 Vocabulary – Meetings, ethical behaviour and social performance

This module presents and practises vocabulary in three areas and develops the themes of corporate social responsibility

6.3 Grammar – The passive and reported speech

This module focuses on the use of the passive to avoid mentioning the agent and the use of reported speech in order to report what was said during public meetings or interviews

6.4 Speaking – Meetings – teamwork

This module explores appropriate language and behaviours at meetings and provides contexts for students to discuss issues of ethical behaviour

6.5 Writing – Reports and minutes

This module provides practice in using the appropriate grammar and vocabulary for writing reports and minutes of a meeting

6.6 Case study – Phoenix

This case study brings together the themes and language practised in the unit requiring students to roleplay interest groups at a public meeting about the site of a new vehicle recycling centre

altruism

(noun)

/ˈæltruˌɪzəm/ Lòng vị tha, hành động vị tha (sẵn sàng

làm điều có lợi cho người khác dù có thể gây bất lợi cho bản thân)

She is known for her altruism (Cô ấy được mọi người biết đến vì lòng vị tha của mình)

đây đã xác nhận rằng những người giàu

có nhất ở đất nước đó phải chịu gánh nặng thuế thu nhập)

Trách nhiệm xã hội của doanh nghiệp

Corporate Social Responsibility (CSR) allows businesses large and small to enact positive changes (Trách nhiệm xã hội của doanh nghiệp cho phép các doanh nghiệp lớn và nhỏ ban hành những thay đổi tích cực)

credo

(noun)

/ˈkriːdəʊ/ Cương lĩnh

Johnson & Johnson’s credo written in

1943 has been a model for corporate social responsibility policies for 60 years (Cương lĩnh hoạt động của hãng Johnson & Johnson được viết năm 1943

global warming

(noun)

/ˌɡləʊbl ˈwɔːmɪŋ/ Sự nóng lên toàn cầu

Global warming is causing sea levels to rise (Sự nóng lên toàn cầu làm cho mực nước biển dâng cao)

hybrid

(noun)

/ˈhaɪbrɪd/ Sự lai giữa hai loại khác nhau

a hybrid vehicle: phương tiện sử dụng hai loại nhiên liệu khác nhau

Hybrid vehicles are preferred in many countries (Các phương tiện sử dụng hai loại nhiên liệu khác nhau đang được ưa chuộng ở nhiều quốc gia)

(adjective) Considering his age, his body is

surprisingly sound (So với tuổi của ông

ấy thì cơ thể của ông ấy khỏe mạnh một cách đáng ngạc nhiên)

sustainable

(adjective)

/səˈsteɪnəbl/ Có thể chống đỡ, chịu đựng, tiếp tục được

Our country’s goal is sustainable economic growth (Mục tiêu của nước ta

6.2 Vocabulary – Meetings, ethical behaviour and social performance

ad hoc

(adjective)

/ˌæd ˈhɒk/ Không dự tính trước, chỉ làm khi có mục

đích cụ thể, đặc biệt

We deal with problems on an ad hoc basis (Chúng ta xử lý vấn đề khi chúng xuất hiện)

lawsuit

(noun)

/ˈlɔːˌsuːt/ Việc kiện cáo, tố tụng

That band has filed a lawsuit against their record company (Ban nhạc đó đã khởi kiện công ty thu âm của họ)

regulatory

(adjective)

/ˈreɡjələtəri/ Quản lý hành pháp

It is time to develop a new regulatory framework to ensure the safety of investors (Đã tới lúc phát triển một khuôn khổ pháp lý mới để đảm bảo sự an toàn cho các nhà đầu tư)

6.3 Grammar – The passive and reported speech

industrial

espionage

(noun)

/ɪnˈdʌstriəl ˈespiəˌnɑːʒ/

Tình báo công nghiệp (do thám những kế hoạch bí mất của các công ty kình địch)

The first question to be considered is whether industrial espionage is

currently a serious problem (Câu hỏi đầu tiên cần đặt ra là liệu tình báo công nghiệp có phải là một vấn đề nghiêm trọng ngày nay không)

leak

(noun)

/liːk/ Lượng chất lỏng hoặc khí bị bò rỉ

The explosion was caused by a gas leak (Vụ nổ gây ra bởi rõ rỉ khí gas)

leakage

(noun)

/ˈliːkɪdʒ/ Quá trình rò rỉ chất lỏng hoặc khí

A lot of clean water is wasted through leakage (Quá trình rõ rỉ gây lãng phí rất nhiều nước sạch)

nitrate

(noun)

/ˈnaɪtreɪt/ (hóa học) Ni-trát

Nitrate is a chemical that includes nitrogen and oxygen, often used as a fertilizer (Ni-trát là một chất hóa học bao gồm ni-tơ và ô-xy, thường được dùng làm phân bón)

outplacement /ˈaʊtˌpleɪsmənt/ Quá trình hỗ trợ tìm việc mới cho những

người phải nghỉ việc

(noun) We will assist people who have lost their

jobs by providing retraining and outplacement services (Chúng tôi sẽ hỗ trợ những người bị mất việc bằng cách tổ chức các chương trình tái đào tạo và các dịch vụ tìm việc mới)

protracted

(adjective)

/prəˈtræktɪd/ Kéo dài, mở rộng hơn mức cần thiết

We have undergone many protracted negotiations since we started working with them (Chúng ta đã trải qua nhiều cuộc đàm phán kéo dài kể từ khi bắt đầu làm việc với họ)

savings

(noun)

/ˈseɪvɪŋz/ Tiền tiết kiệm

The money for the trip came out of my savings (Tôi đã dùng tiền tiết kiệm để chi trả cho chuyến đi đó)

6.4 Speaking – Meetings – teamwork

/ˌeθnɪk maɪˈnɒrəti/ Dân tộc thiểu số

Ethnic minorities make up approximately 8% of the total population of Vietnam

(Dân tộc thiểu số chiếm xấp xỉ 8% tổng dân số Việt Nam)

Cố tình lờ đi, giả vờ không biết

She knows he's lying to her, but she's choosing to turn a blind eye to the situation (Cô biết anh ta đang nói dối mình, nhưng quyết định sẽ làm ngơ như chẳng biết.)

6.5 Writing – Reports and minutes

commitment

(noun)

/kəˈmɪtmənt/ Sự tận tụy, tận tâm, hết mình làm việc

The manager is delighted with the level

of commitment we have all shown (Quản

lý rất hài lòng về mức độ tận tụy trong công việc mà chúng tôi đã thể hiện)

derive

(verb)

/dɪˈraɪv/ Nhận được từ, lấy được từ, tìm thấy

nguồn gốc từ

derive something from something: We

derive great enjoyment from simple tasks (Chúng ta tìm thấy niềm vui từ những nhiệm vụ đơn giản)

paternalism

(noun)

/pəˈtɜːnəˌlɪzəm/ Chính sách gia trưởng, chủ nghĩa gia

trưởng (điều khiển mọi người, cung cấp cho họ những gì họ cần nhưng không cho

họ quyền tự do hay quyền lựa chọn)

Paternalism can be understood as the practice of interfering with a person's freedom and personal autonomy while claiming that the person will be better off

or protected from harm (Chủ nghĩa gia trưởng có thể được hiểu là sự can thiệp vào quyền tự do của một người trong khi cho rằng điều đó sẽ giúp cuộc sống của người đó trở nên tốt hơn hoặc bảo vệ người đó khỏi những tổn hại)

positive

discrimination

(noun)

/ˌpɒzətɪv dɪˌskrɪmɪˈneɪʃn/

Cách làm việc hoặc các chính sách đem lại lợi ích cho những người bị đối xử bất công trước đây

That company’s workforce is currently 80% male so the board of directors is thinking about positive discrimination which means hiring women in preference

to men in the future (80% nhân viên của công ty đó là nam giới, vì vậy ban giám đốc đang cân nhắc đến việc thay đổi tình thế, tuyển dụng nhiều nữ hơn nam trong tương lai)

stakeholder

(noun)

/ˈsteɪkˌhəʊldə(r)/ Người liên quan và có tầm ảnh hưởng đến

công việc kinh doanh của công ty và cũng chịu ảnh hưởng bởi sự thành công hay thất bại của công việc kinh doanh đó

The typical stakeholders in company are its investors, employees, customers and suppliers (Những bên liên liên quan chính trong một công ty bao gồm các nhà đầu tư, nhân viên, khách hàng và các nhà cung cấp)

6.6 Case study – Phoenix

/ˈɡriːnfiːld ˌsaɪt/ Đất chưa từng được dùng để xây dựng

Greenfield sites in my hometown are being considered for urban development (Nhiều phần đất chưa từng được xây dựng ở quê hương tôi đang được xem xét đưa vào sử dụng cho quá trình phát triển

đô thị)

hazardous

(adjective)

/ˈhæzədəs/ Nguy hiểm đối với sức khỏe hay sự an

toàn của con người

These chemicals are hazardous to human health (Những chất hóa học này rất nguy hiểm cho sức khỏe của con người)

toxic /ˈtɒksɪk/ Độc hại đối với sức khỏe của con người,

động vật hoặc môi trường

(adjective) These factories generate highly toxic

chemicals (Những nhà máy này thải ra nhiều chất hóa học có mức độ độc hại cao)

upset

(verb)

/ʌpˈset/ Làm ai buồn, lo lắng hay giận dữ

His decision is likely to upset a lot of people (Quyết định của anh ấy có khả năng sẽ làm buồn lòng rất nhiều người)

worthless

(adjective)

/ˈwɜːθləs/ Vô dụng, không có giá trị, vô ích

He is very sad because his boss said his reports were worthless (Anh ấy đang rất buồn vì sếp của anh ấy nói những bản báo cáo anh ấy viết là vô giá trị)

3 GRAMMAR POINTS: The passive voice and reported speech

3.1 The passive voice

3.1.1 Introduction

The passive of an active tense is formed by putting the verb to be into the same tense as

the active verb and adding the past participle of the active verb The subject of the active verb becomes the ‘agent’ of the passive verb The agent is very often not mentioned When

it is mentioned it is preceded by by and placed at the end of the clause

Active: My grandfather planted this tree

Passive: This tree was planted by my grandfather

3.1.2 Passive verb tenses

Present Simple He delivers the letters The letters are delivered

Past Simple He delivered the letters The letters were delivered