•To enable Ss to talk about teams and teamwork •To practice reading for gist and specific information To enable Ss to make and change arrangements Overview
1.Working in pairs and rank requirements for successful teamwork, Ss can decide if they work in a good team and know how to improve teamwork.
2.Ss can read a fax from the Polish Subsidiary and answer comprehension questions
3.Ss can summarize the matching of words in passages； 4.Ss can make a call to change arrangements. Important and difficult points 重点：
Reading for specific information, know the importance of teamwork and communication。 难点：
Techniques of teamwork improvement and flexible communication Assessing teams Teaching contents:
* Warmer * Vocabulary * Alternative activity Warmer
What does teamwork mean?
What do you think about “team spirit”? What makes a good team?
Try to talk about the experiences of being a team member and the roles in the team. Suggested answer
1.Teamwork means collaboration to produce a product for the quality of which team members have joint responsibility.
Teamwork projects have clearly identified and separately evaluated responsibilities for each team member as well as a specified and valuable outcome.
Team members are assessed on the quality of the product, the quality of their contributions to the team effort as well as the quality of the completion of their individually assigned tasks.
2.Team spirit refers to the vigorous sense of membership in a group working towards common objectives. If team spirit is developed in a group of people, this group has the following characteristics: high group cohesiveness among all the members; all members share clear objectives;
they have a strong commitment to the common objectives; active participation of all the members.
3. Generally speaking, good teams have the following characteristics that set them apart from ordinary
teams: * Mutual trust * Mutual support
* Effective communication * Clear team objective * Conflict resolution
* Utilization of member resources * Democratic environment What makes a good team?
Do you work in a good team? Explain why/why not? 参考词汇和表达
co-operative 齐心协力的
have communication problems 交流有困难 attach importance to team building 重视团队建设
develop team work 开拓团队协作 an effective team 精锐的团队 a high-performance unit 高效的团队 exchange of views 交流看法 emphasize team spirit 强调团队精神 share the same value 具有相同的价值观 collective efforts 共同的努力 Words and expressions
Uroda SA: 乌诺达股份有限公司。SA是法语，有时也写成 S / A或S.A.。意思是“股份有限公司” 。 acquire收购：to become the owner of; to buy; to get the possession of acquire原来的意思是“获得”，“占有”。在商务英语中，它的意思是“收购”。
take over 收购，接管，接受，to accept responsibility for，接受某种责任。比如，He took over my debts. 他接收了我的债务。take over也有控制的意思，to gain control of.：to take over a company接管一家公司，控制了一家公司。
toiletry多用复数形式，加复数变成toiletries，意思是化妆品，比如牙膏（toothpaste），梳子（comb），香水（perfume ），在文章中指生产这类产品的工厂。
a £ 22 m business 一个营业额为 ２２００万英镑的企业。business 做可数名词时，表示“工商企业，商行，公司”，和 firm, company的意思一样。例如：The majority of small businesses go broke within the first twenty-four months. 在最初两年里，大部分小公司都破产了。 take on responsibility 承担责任
和 be accountable (to someone for something) 就某事情对某人负有责任。Take on 还可以和work搭配。例如：The doctor says that Jim should take on much less heavy work.医生说吉姆应该少承担一些繁重的工作。 另外be accountable (to someone for something)这个短语，也可以说成 be held accountable for，比如：They should be held accountable for their acts.他们应该对自己的行动负责。但我们也应当对自己的行动负责 we should be held accountable for our acts.
bring in 有“接纳，使某人任职”的意思。比如： He was brought in last year as the direct manager.他去年正式出任总经理。
expatriate 是指那些已经移居海外，定居海外或已经放弃原国籍的人。如：French expatriate in New York 移居纽约的法国人。
work on sth 致力于某件事情 work on managerial skills 致力于管理技能，我们来看看Google的招聘广告就用到了work on 这个词， We're looking for exceptional people who love to work on innovative products and believe passionately in our mission: to organize the world's information and make it universally accessible and useful.我们在寻求那些杰出的人，那些致力于创新产品，而且强烈认同我们使命的人：组织全世界的信息，让它们变得有用，而且让全世界的人都可以接触到它们.
Come up with ideas想出主意。比如这个例句，He came up with a really elegant solution to our problem. 他给我们的问题想出了一个很棒的解决方案。
electric令人激动的，和exciting, thrilling 是同义词。比如 an electric performance. 刺激的表演。 throw new light on… ，提供线索，情况。The new facts throw some light on the matter. 新的事实给弄清楚这事情提供了线索。
returns 是“盈利”，“收益”的意思，商务英语中，return多数情况下用复数。比如：business returns 营业收入；small profits and quick returns 薄利多销；companies seek higher returns by investing in other corporations 一些公司通过向其它股份公司投资谋求更高的利润。注意：returns 在商务英语中还可以理解为“退货”的意思，此时只能用复数的形式:He began working on his salesman samples, sorting out broken packages and returns. 他开始整理那些推销货样，把包装破损的和退回来的捡出来。 be measured against 的意思是做比较，衡量 *company culture 公司文化 * management consultant 管理顾问 * managerial skills 管理技能 * creative thinking 创新技能 * team building 团队建设
* effective management style 有效的管理方式 Text Discussion
Read the article about how Cussons developed teamwork at its Polish subsidiaries. What did Cussons do? What benefits did this bring? Suggested answer
Cussons brought in three expatriate managers to work with the local sales staff in project teams. It also brought in a consultant, who organized two one-week courses, working on team building and developing creative thinking.
Cussons has seen financial benefits, reporting saving of ￡200,000 from the first course and expected savings of ￡700,000from the second. The course has also allowed the participants to measure progress against targets set on the course and have made people excited about their jobs. Oral practice
Match the following verbs, prepositions and nouns from the article. Then use the phrases to describe what happened at Cussons in Poland. Suggested answer
Earlier at Cussons people did not work well in teams. Everyone had to wait for decisions made by the manager and it was not easy to get people to take on responsibility for anything. Cussons decided to try
and deal with the problems and brought in a consultant called Keith Edmonds to work on managerial skills. He organized team-building courses. The participants worked together and came up with creative ideas. For example, they put on discos. Arranging a course
Teaching contents: * Warmer * Vocabulary * Alternative activity Warmer
How many people will be in the sales team? Where and when are they going to meet? What are the objectives of the meeting? When does Tom want an answer? Key to questions 5.
London in the week of 11 February.
To build the team and agree on objectives, roles and schedules for the launch. They also need to discuss communication.
asap (as soon as possible). Words and expressions
Carmichael, an American cosmetics group, has a Polish subsidiary. 卡米歇尔，一家美国化妆品集团公司，在波兰有一个分公司。 Group 在商务英语中指“由若干个下属企业或公司组成的集团”。例如：the second biggest newspaper group in the country 国内第二大报业集团。
profile 人物简介;概况.比如：The newspaper publishes a profile of a leading sportsman every week. 该报每周刊登一篇关于一个优秀运动员的简介。和profile相关的常用短语有keep a low profile: 保持低调：to behave in a way that does not attract attention.
look good 看起来不错，look后面可以加上形容词，也可以加上形容词的比较级。比如：
It looks wonderful. 看起来很精彩；It looks terrible. 看起来糟透了 That looks good.看起来好极了。This boy looks much younger than the boy I am looking for. 这个男孩要比我要找的那个男孩子。看起来要小得多，年轻得多
commence 开始commence比begin用法正式。在宗教或其它仪式及军事用语中人们倾向用commence. The officer ordered the soldiers to commence the attack.军官命令士兵开始进攻。Shall we commence the ceremony? 我们现在开始仪式吗? The tender offer will commence tomorrow.投标明天就开始。 spend time on sth. 在某件事情上花时间。比如，We spent a lot of time on team building. And our team became effective.我们花很多时间在团队建设上，团队因此变得很有效率。
alternatively 两者选一；做为选择We could take the train or alternatively go by car. 我们可以坐火车去, 也可以坐汽车去. To apply for this job, please visit our website and enter the job reference number. Alternatively, please email your CV (in English only) to us 如果想申请这个职位，请访问我们的网站，并输入职位代码。或者，你可以直接把简历发给我们。 Practical expression
Useful expression for making arrangements 1. Suggesting times and dates
How about/what about the following week? Shall we say 8 February?
2. Asking for suggestions When would suite you?
Did you have a time/place in mind? 3.Saying we are unavailable I‟m afraid I‟m busy then.
I‟m sorry but I can‟t make it then.
4.Using the present continuous for talking about fixed arrangements They‟re working on another project until 12 February. Assignment One
Oral presentation( group work)
What is important when assessing a good team? Cooperation Leadership Contribution Assignment Two
Try to make a call to change the arrangement by using the practical expressions in the text. (Pair Work)The end
Vocabulary
work towards a common objective 朝同一个目标共同努力
share information 共享信息
different point of view 不同的观点
(be) under pressure 有压力
toiletries 化妆品厂，清洁、化妆用品公司
major brand 主导品牌
sales department 销售部门
sales staff 销售人员
company culture 公司文化
expatriate 旅居海外的
management consultant 管理顾问
managerial skills 管理技能
creative thinking 创新技能
team building 团队建设
effective management style 有效的管理方式
a survival course 生存技巧培训课程
food and accommodation 食宿
profile 简介，小传，概况
simulation 模拟训练
marketing mania 营销激情
go for profit 追求利润
behind schedule 进度落后计划
stick to the schedule 严格按照计划进行
• acquire收购
take over 收购，接管，接受
toiletry 化妆品
take on responsibility 承担责任
be accountable 对。。。。。。负责。
bring in 接纳，使某人任职
work on sth 致力于某件事情
come up with ideas想出主意
electric令人激动的
throw new light on… ，提供线索，情况
returns 盈利，收益
be measured against 比较，衡量 forumaster at 2008-5-12 22:30:56
team spirit团队精神 Team Building团队建设 Monthly Review每月回顾 Project Team 项目组
Self-managing Teams/SMTs自我管理团队
Teamwork 团队协作 Team Dynamics团队推动力 New Product Launch新产品发布
Team Chapter 团队章程 Action Plan行动计划 Kick-off Meeting动员会 Team Player 团队工作者
Group小组 Mature Team成熟团队 Groupthink集体思维 advantage 优点,优势 productive富有成效的 thorough仔细周到的,技艺精湛的
synergy协同作用 achievement成就,成果 individually个人的,个体的 complementary 互补的 specialization专业,专长 job satisfaction 对工作的满足感 establish a team成立团队,组建团队
be aware of意识到 specific具体的,明确的
brief 简短的
well structured 精心组织的,有条理的
feedback 反馈
compatible谐调的,一致的 matching personalities性格相投 conflicting personalities 性格冲突 recognition 赞誉,承认,赏识 hold seminars召开研讨会 be conductive to有助于 creative thinking创造性的思维 common goals共同的目标 keep-updated使…了解最新进展 project management 项目管理
Unit 2 A Entertaining a Client Teaching Objective
To raise awareness of business entertaining and practice techniques for encouraging conversation To practice speaking about general topics in preparation for the Speaking Test To practice reading for specific information To practice listening for gist and specific information Overview
•Choosing a restaurant:
Reading, Ss look at a customer satisfaction form and work on it; read an advertisement for restaurant to find what criteria are
mentioned. Speaking about restaurant and discuss about its suitability. Making conversation: Listening
and identify techniques; Speaking practice to use techniques of encouraging conversations. Choosing a restaurant Warmer Vocabulary Reading 1 Reading 2 Oral practice
Is entertaining clients important for companies? Why or Why not? What kind of entertainment do you think is suitable for visiting clients? 参考词汇:
establish business relationship, be helpful to
scenic spots, local specialities, etc. Suggested answer:
1. I think it is important because visiting and entertaining are the commonest ways of establishing business relationship between Companies.
2. Visiting scenic spots, tasting local specialities and watching local opera or other performance are suitable for visiting clients because these activities may be new to them. Originality may arouse their Interest, and leave a deep impression on them. Vocabulary
customer satisfaction form 顾客满意调查问卷 complete the form 完成表格 questionnaire 调查问卷 criteria 标准 atmosphere 情调 attentiveness 周到 value for money 物有所值
objective 目标 enhance 提高
Mezzanine 中层楼（指介于一层和二层之间） reasonable prices 合理的价格 interior design 室内装修 group dining 团体用餐 group menu 团体用餐菜单 catering requirement 用餐要求 tour groups 旅游团
birthday party 生日会 corporate events 公司社交活动 wine tasting 品酒会
company presentation 公司业务报告会 business trip 商务旅行 salad 色拉 steak 牛排 Reading 1
Read the customer satisfaction form. Which three of the criteria are most important for you?阅读下列顾客满意调查问卷表，其中那三个标准对你来说最为重要？ Reading 2
Read the advertisement about Porters English Restaurant. Which of the criteria on the questionnaire are mentioned?
Porters English Restaurant opened in 1979 in the center of London‟s Covent Gorden with the sole objective of serving quality, exciting English food at very reasonable prices.
波特斯英式酒店位于伦敦科文特加登广场的中心，是1979年开业的。其唯一的宗旨就是以合理的价格提供质量好，口味新的英国美食。在过去的岁月里，这一宗旨受到了英国和世界各地游客的欢迎。
objective 是可数名词，是“目标”，“宗旨”的意思。例如：The objective of the new organization was to provide free legal aid to the poor.这一组织的宗旨是给穷人提供免费的法律援助。
at reasonable price: 以合理的价格。注意介词at的用法：at high/low price 以昂贵/廉价的价格：at popular price.以大众化的价格。
be popular with 受欢迎，招人喜欢的。例如：Swimming is popular with all ages.游泳是老少都喜欢的。 alike，副词，“一样的”，“相似地“，例如：It causes confusion among allies and adversaries alike.这在盟友和敌手中引起了同样程度的混乱。
* evolve: 逐渐发展或完成.Language slowly but constantly evolves from older forms into new ones.语言缓慢而不断地从较旧的形式发展到新的形式。
* pride ourselves on./upon sth: “为…感到骄傲。“例如，He prided himself on his financial success.他为自己在金融方面的成绩感到骄傲。
on a …basis常用来表示方法，方式。例如；The problems were going to be settled on a realistic basis.要现实地解决这些问题。 along with:“ 同……一道”
Supermarkets along with consumers have been hit hard by inflations.超市和消费者都深受通货膨胀的冲击。
to cater for:“ 提供餐饮服务，接待“。例如：He runs a restaurant and also caters for wedding and parties.他开了一家饭店并继承各种婚宴和聚会宴席。
call in: 顺路到某处。也可以说成是call by 。例如；。Call in on your way home and tell me about how the interview went.回家时顺路来我家，告诉我面试的情况 Oral practice
Would porters be a suitable restaurant in these situations?
Oral practice An end-of-year office party?
An evening with a new client and his/her partner A corporate event to launch a new product or service A negotiation for a contract with a new client An end-of-week meal with a small group of colleagues
Oral practice Suggested answer 1:
Porters would seem suitable for an end-of-year office party or an end-of-week meal as the restaurant is very popular and appears to encourage groups. It would also appear suitable for a product launch as the advertisement mentions corporate events and company presentations. However, even though the advertisement says the restaurant has semi- private facilities, it might be a better idea to
Oral practice Suggested answer 2:
choose a restaurant that is quieter to impress for negotiation or an evening with a new client.
Five people talk about their business trips. Listen and decide which of the questions each speaker answers.
Key points of listening
I have to say…我不得不说，这是一个直接向对方指出缺点或抱怨的句型。
I got stopped at…我是在…给卡住了。注意被动语态表示出无奈，并非主动停下来。 Customs是海关 customs office的简略形式。
I wouldn‟t mind living here for a while. 我愿意在这里住上一阵子。I wouldn‟t mind表示说话者愿意做某事。
I thought it was pretty good from our point of view, but I can see that some people might not be happy.我本来认为从我们的角度看这非常好，但我知道有些人可能并不满意。 get through quite a lot 经历了很多
We‟re a long way from a decision做决定还早。 …it was a bit too heavy 太油腻了一点。
Listen to a complete version of last conversation. How does the first speaker encourage conversation?
Language point
We can encourage conversation in the following was: Showing interest/surprise
Really?
I am surprised to hear that. Do you? Did you?/Are you?/Have you? Assignment
Oral presentation( group work)
What is important when choosing a restaurant for entertaining clients? Cost
Type of restaurants Location
Unit 2b Corporate Hospitality
Overview
Mixing business with pleasure: Speaking of suitable ways of entertaining corporate guests and discussing advantage and disadvantage of mixing business with pleasure; Reading an article about business socializing.
Arranging a company visit: Reading of an invitation letter, Language focus and writing a letter of acceptance Content
Mixing business with pleasure Arranging a company visit Mixing business with pleasure Vocabulary Oral Practice Reading 1 Oral practice
Mixing business with pleasure Vocabulary
corporate hospitality 商务接待，企业社交 tip 技巧，窍门，忠告 to be in need of 需要 business objectives 商务目标 social setting 社交场合 training consultants 培训咨询 corporate events 商务活动 Mixing business with pleasure a social event 社交活动 accommodation 住处,膳食 poor timing 时间不当 sales figure 销售数字
the recipe for success 成功秘诀
establish/build a good business relationship 建立良好的商务关系 trade fair 贸易会
Mixing business with pleasure
fashion sportswear 运动时装 teenage 少年
production methods 生产方式 head office 总部 design team 设计小组
marketing and sales directors 营销和销售部门的主管 in due time 经过一段时间，到适当的时候 Mixing business with pleasure Oral Practice
Read the profiles of the business people below. Choose ways of entertaining them from the following list.
Mixing business with pleasure 参考词汇和表达:
A round of golf 一场高尔夫球
A sightseeing tour of the city 城市观光游 A visit to a sports event 观看体育赛事 A shopping trip 购物游 fact-finding mission 情况考察
offer your company a substantial contract 为您的公司提供一份客观的合同 Mixing business with pleasure to place an order with…… 向……定购 a valued customer 有价值的客户
finalise one or two small details concerning 对与……有关的一两个详细情况做出最后决定。 a manufacturer of fashion sportswear 时装运动服生产商 a two-day stopover 为期两天的中途停留 Mixing business with pleasure Reading 1
Read the article and think about which ways of entertaining business clients are mentioned. Mixing business with pleasure Words and expressions
pick up ① 学会，学到，比如：She soon picked up French when she went to live in France.她到法国居住后很快就学会了法语。 ② 接某人.比如:pick me up at the airport. 在机场接我。
* contact 做名词，指“熟人，在业务上有关系的人”，“可能有利用价值的人”（a person, esp. in a high position, whom you can use to your knowledge in your work or socially to give you information or instructions ）例如，the contact at city hall 在市政府工作的人
available “可以得到的”．比如，a lot free English courses are now available in the internet .现在在网络上有很多免费的英语课程。
context: 环境， 背景， 来龙去脉； 前后关系.You can often tell the meaning of a word from its context.我们往往可以从一个字的上下文知道它的意思。Crime has to be studied in its social context.研究犯罪活动必须联系它们所在的社会背景。
prospect.这是一个可数名词，指“可能的/潜在的顾客”，“委托人或购买者”（a potential customer, client, or purchaser）比如：The car salesman talked to several prospects.那汽车销售员和好几个可能成为客户的人谈话。
see……as……把……看作是……,认为。比如：I didn‟t see his determination as a defect. 我不认为他的果断
是一种缺陷。
Stand around 闲站着，也可以写成stand about.例如：don‟t stand around doing nothing, give me a hand with the luggage.别闲站着啥也不干，帮我提提行李。类似的表达有sit around/about 闲坐着。 on the company 指“由公司付钱”。我们也可以说：This meal is on me.这顿饭我请客，我买单。Having another coffee on me .再来一杯咖啡，我买单
be afraid of doing sth害怕做某事： I am afraid of speaking to the public.我害怕在公众场合讲话。 chit-chat 是“非正式的闲聊”，也可以做动词用。比如:we are just chit-chating about this and that.我们只是在随便闲聊而已。
add up to 意味着，说明。比如：their action added up to a deliberate flouting of rules.他们的行动说明他们在故意违反规则。
lie in (原因，答案，兴趣等)在于…… 比如：The causes of the war lie in the greed and incompetence of politicians on both sides.战争的起因在于双方面政界人士的贪婪和无能。注意，如果指责任，选择，决策等方面的关键在于某人，习惯上是用 lie with 。例如；Responsibility for the disaster must ultimately lie with the government.灾难的责任完全在于无能的政府。The choice lies with you.由你选择。 Some people simply have poor timing. 有些人总是提得不合时宜。
recipe 是“处方，秘诀”的意思，比如He thinks the one recipe for success lies in hard work.他认为成功的唯一诀窍在于勤奋。
The key to establishing or building a good business relationship 建立良好的商务关系的关键是…… 注意，这里的to 是介词，所以必须跟动名词establishing和building 连用。 Oral practice
What are the advantages and disadvantages of mixing business with Pleasure?
参考词汇和表达
build a good business relationship 建立良好的商务关系 establish rapport with clients 与客户建立联系
enhance mutual understanding 增进相互理解 a more colorful life 更为丰富多彩的生活 work and play are one 工作与休息融为一体 difficulty of swapping roles 角色交换的困难 forget your role 忘记自己的角色
too preoccupied with your work 对工作过于专心 Arranging a company visit Reading 2 Writing
Arranging a company visit Reading 2
Mr Fellini, the Purchasing Manager of Cuore Sportivo, has received this invitation from Angela Goddard of Trackplus Ltd. Read her letter. What is the invitation for? Words and expressions
Words and expressions
a keen theatre-goer中的keen 意思为“对……入迷”。比如，he is a keen gardener 他是个园艺迷。在商务英语中，keen常常表示“激烈的，强烈的”。比如，a keen competition激烈的竞争。
In terms of :从……的角度来看，（in relation to; with reference to）比如：In terms of natural resources,
it is one of the poorest countries in Western Europe.就自然资源而言，这是西欧最贫穷的国家之一。 Words and expressions
in due course/time:经过一段时间，到适当的时候。比如：we shall no doubt get the information in due course. 毫无疑问，我们到时候会得到信息的。 Read the article again. Are the following statements true of false?
Choose the most appropriate phrase (A or B) to fill each numbered space in the letter. Language points Letter of invitation 邀请信中常见的句型 Inviting/Offering
发出邀请（注意：情态动词的使用使语气更加委婉） We should like to invite you……
We should be very pleased if you could…… We would be delighted if you could…… Language points Thanking
Thank you(very much)for your(kind) invitation to…… It was very kind of you to invite me to……
•I was delighted to receive your invitation to……I was delighted to receive your invitation to…… Language points Accepting
I would be very pleased to…… I should be delighted to…… Declining
Unfortunately, due to……. I am unable to…… Arranging a company visit Writing
Mr. Fellini decides to accept Angela Goddard‟s invitation. Write a letter of acceptance of 120-140 words: Thanking Ms. Goddard for her letter Expressing interest in her suggestions
Saying the dates are unsuitable and explaining why Suggesting an alternative date.
Unit 3a Ordering Goods Ⅰ.Teaching Objective
• To enable students to talk about making and changing orders
• To raise awareness of clarity in writing and useful phrases for letter writing • To practice reading for specific information • To practice writing short faxes and note writing • To enable Ss to talk about day-to-day company finances Ⅱ.Overview
• Placing an order: Speaking about the qualities of a good supplier; Reading of order fax; Writing to improve the clarity of the fax.
• Discussing changes: Listening to confirm details of an order; language focus on spoken and written functional phrases
• Confirming changes: Proof-reading fax; Writing of a short reply to the fax. Ⅲ.Content • Placing an order • Discussing changes • Confirming changes Ⅳ.Placing an order • Vocabulary • Oral practice • Reading 1
• Words and expressions • Reading 2 • Writing
Ⅳ.Placing an order Vocabulary
place an order 发出订单 cancel an order 取消订单 confirm an order 确认订单 supplier 供应商
mail order company 邮购公司 headquarters （公司）总部 catalogue 商品目录单
summer collection 夏季时装采购 summer catalogue 夏季时装商品目录 recommendation 推荐信 item 产品
in standard length 标准长度 article 商品
measurements charts 尺寸图 knitted skirts 针织袜子 vendor 销售商人 quantity 数量
standardise 使符合标准 asap 尽快
Otto 奥托邮购公司（德国最大的邮购公司） Hamburg 汉堡 Oral practice
Otto, the Hambrug-based mail order company, has suppliers all over the world. What qualities do you think Otto looks for in its suppliers? Useful Expressions:
reliable supplier可靠的供应商
possess basic qualities of honesty, integrity, accountability, and dependability.
具有诚实，正直，责任心以及可靠等基本品德
Provide good quality merchandise 提供品质优良的商品 Goods of consistent quality 质量稳定的商品
Have flexibility toward new/additional requirements 对新的/额外的需求有灵活性:
Courtesy and co-operation are also important 礼貌和合作也很重要
Can provide a quality product or service 能够提供高质量的产品或服务。 Timely delivery 及时送货
Operate in just-in-time delivery policy 依照准时送货的方针运营 Attractive price 有吸引力的价格 Competitive price 有竞争力的价格 Reading 1
Korinna Kramer works at Otto‟s headquarters. She wants to order some goods from Italian suppliers. Read her fax to Otto‟s Italian subsidiary. Are the statements below true or false? 1.The products mentioned in the fax are men‟s clothing.
2. The buyers have now decided what they want to include in the summer catalogue. 3. Mr Hubner wants to order the skirts in different lengths.
4. Korina wants to increase the order quantity by 400 pieces.
5. She asks Antonella to reply quickly. Key: 1. F 2. T 3. F 4. F 5.T Words and expressions recommendation推荐，推荐信
Will you write a recommendation for me? 你替我写一封推荐信好吗?
He gave her the job on her uncle's recommendation. 经她叔父介绍,他让她担任了这工作。 catalogue 产品目录表
Please send me immediately your current catalogue. 请尽快把产品目录表寄过来。
as a result 因此，由于……而导致了什么结果 cancel 取消
The heavy workload forced me to cancel the camping trip. 繁重的工作量迫使我取消去露营。 reduce 减少
He is trying to reduce expenses.他正试图减少开支。 Would it be possible 很委婉的说法，是否有可能……
Would it be possible to Would it be possible to modify the contract?能否把合同修改一下? Reading 2
Read Antonella‟s reply to Korinna and answer the following questions. 1. What is the purpose of Antonella‟s fax? 2. Why was she surprised by Korinna‟s fax? 3. What is Antonella going to do? Key:
1. To query Korinna‟s change of order.
2. Antonella thought the two different lengths for each skirt had been agreed when Mr. Hubner was in Italy.
3. Antonella is going to wait for Korinna to confirm the information about the length of skirts required before contacting the vendors. Reading 2
How could you improve Antonella‟s fax? Make notes under the following headings. layout
The layout is too dense and therefore off-putting. It might help If the writer used headings, bullet points and brackets. paragraphs
The text needs to be divided into paragraphs to aid clarity and to encourage the reader to actually read the fax. connectors
It is difficult to follow the sequence of ideas because connectors are not used much to make it clear (e.g. to show cause and effect.) sentences
Some of the sentences are extremely long, making the text difficult to read. Aiming for one idea per sentence is a good idea. accuracy
As the writer is a non-native speaker, complete accuracy is perhaps not to be expected. However, core words for the topic should be spelt correctly. Good punctuation aids clarity. Writing Suggested answer:
Re: Order for Faci(314739) and Cristi (315227) skirts Thank you for your fax concerning the above skirts.
I discussed the problems regarding the two skirts with Mr. Hubner during his trip to Italy.
The skirt made by Faci has a slit at the bottom, which might make it difficult if the customer wanted to change the length of the skirt. We therefore agreed that the vendor would have to supply the skirt in two different lengths.
Mr. Hubner also thought it might be better to leave the two different lengths of the Cristi skirt. The skirt has a special knitting technique; as a result, it might be difficult if the customer wanted to shorten it.
When Mr. Hubner left Italy, I thought we had sorted the problems out. I was therefore surprised by your fax canceling the other sizes.
Please let me know if you definitely want to cancel the other length skirts. As for reducing the total quantity, I will wait for confirmation of the information about lengths before I contact the vendors. Thanks and best regards. Ⅴ.Discussing changes
Listening practice
Functional expressions in a formal letter Ⅴ.Discussing changes Listening Practice
Korinna receives Antonella‟s reply and phones her. Listen to their conversation. What does Antonnella have to do? Key:
She has to call Cristi and Faci to confirm the order for 400 standard length skirts before faxing Korinna to let her know. Listening Practice
Listen again. What phrases are used to express the following functions? Key:
1. I‟m ringing about…
2. We definitely want…/ So that‟s… 我们确定需要 3. Do you think you could …您是否能够…… 4. I‟ll call them…我会打电话给他们的… 5. Thanks for …感谢您……
6. I‟ll fax you…/ I will speak to you later. 我会给你发传真的 Functional expressions in a formal letter
1.I would like to ( inform you / request etc.)… 我想（告诉您/请求您） 2．I‟ m writing to confirm that … 我写信是要确认…
3．Please could you … ？/ I would be grateful if you could … 您是否能…… 4．I will/shall…我将……（在口语中用缩略形式I‟ll ，但在书面中用正式的I shall 5. Thank you for/I am very grateful for …感谢您
6．I look forward to( hearing from you/seeing you etc ) 期盼…… Ⅵ.Confirming changes Reading 3
Words and Expressions Writing
Ⅵ.Confirming changes
Reading 3
Antonella speaks to the vendors and then faxes Korinna. In most numbered lines of her fax there is one extra word. Find the extra words. Key:
1. the 2. be 3. by 4. / 5. to Words and Expressions
further 进一步，补充。作形容词。
get further information得到更详尽的消息。 confirm 确认.
The latest developments confirmed me in my belief. 最新的发展使我坚信我的信仰。 *be able to 能做某件事
A good lawyer might be able to get you off. 请位好律师有可能使你免受追究 Writing
Writing a 40-50 word reply to Antonella:
* telling he not to change the charts.
* confirming that all knitted skirts will be in standard length. * suggesting a delivery date for the finished order. Suggested answer: Dear Antonella,
Thank you for your fax. In answer to your queries, I can confirm that the measurements charts do not need changing and all knitted skirts will now be produced in a standard length. We would like to propose a delivery date of 30 June. Does that suit you? Best regards! Korinna Ⅶ. Assignment
Make a short introduction to a famous mail order company.(Group Work) Unit 3b Cash Flow Teaching Objective
To enable Ss to talk about day-to-day company finances To practice reading for specific information To practice listening for specific information To practice note writing Overview
Managing cash flow: Speaking about cash flow and discuss about why small companies fail; Reading case study on a company‟s cash flow problems.
Improving cash flow: Writing an e-mail to a consultant; Listening to a conversation about ESD; Speaking about ways of improving cash flow. Content
Managing cash flow Improving cash flow Managing cash flow Warmer Vocabulary Case study Assignment Warmer
1. What is cash flow?
Cash flow refers to the flow of cash and out of a business over a period of time. The outflow of cash is measured by those checks you will write every month to pay salaries, suppliers and creditors.The inflows are the cash you receive from customers, lenders and investors. 2. What is „Positive” or “Negative” cash flow?
If the cash coming “in” to the business is more than the cash going „out” of the business, the company has a positive cash flow. If the cash going „out” of the business is more than the cash coming „in” to the business, the company has a negative cash flow. Vocabulary
cash flow 现金流向，现金流量，现金流动 cash flow gap 现金流量差额 case study 案例分析
final payment 最后付款 bar chart 柱形图 total sales prices 总售价 down payment 订金
bill 要求支付……的费用（动词） computer network 电脑网络系统 early settlement discount 提前付款折扣 labor cost 劳动力成本 credit terms 信用期限 outstanding 剩余的
outstanding balance 剩余金额 remainder 剩余物
a shortage of cash 现金短缺 turnover 营业额
average monthly turnover 平均月营业额 financing cost 融资成本 cash on delivery 货到付款 credit term 信用期限 margin 利润 order books 订货本 penalty 处罚 inventory 库存 Case Study
Pre-reading questions
1. Read the case study about a company business owned by Steve and Sue Quick. Answer the following questions.
1. How much money does Steve receive when he takes the order? 2. How much does the system cost to build and install? 3. When does he receive final payment? Suggested answer:
1. $1,000. (10% of the total sales prices as down payment)
2. $ 6,920. ( components: $3,920（$4,000 less 2% early settlement discount）+ $2,700 plus a further $ 300（labour costs)
3. Up to 30 days after installation
2. Now summarise Quick Computer‟s problem. Suggested answer:
In other words, quick computers has a cash flow problem. Steve and Sue have to pay suppliers and wages etc. Despite long periods when they have no money coming in. 3. Do these words refer to inflows or outflows in the case study?
down payment total sales price
early settlement discount labour costs wages outstanding balance to finance interest Words and expressions Install 安装.
He's going to install an air-conditioner in the house.
*down payment“分期付款的头款”，
I'll be broken after making the down payment. installment“分期付款”
We will pay for houses by monthly installments. bill 动词，“要求付款，要求支付”.
Michigan officials are planning to bill the federal government for the state‟s firefighting costs. 密歇根的官员们打算要求联邦政府支付该州的消防费用。 *10 % off “打九折” 2% discount打九八折
英语中表示“打折”的表达与汉语不同：英语的着眼点在折扣部分，而汉语则习惯将重点放在扣除折扣后剩余的部分。
pay 做动词时，如果后边跟的是money, bill, tax 等词时，不用加介词：
I pay my taxes.如果表示“为……而付款”的时候，就要加介词for：How much did you pay for the tickets? less动词，减少，减去。
settlement 结算payment of account.
The settlement of his debts took him several months.他花了几个月时间来结清债务。 credit 信誉，荣誉，贷款，赊购限度.
The bank refused further credits to the company.银行拒绝再贷款给该公司。 He is a man of high credit他是一个很有名望的人 supplies 所供应的货物
we guarantee the quality of our supplies. supply 日常用品Assignment
1.Complete the bar chart with information from the case study. (Group Work) Hints:
Day 1 Day 7 Day 14 …… Inflow +$1,000 ____ ____ Outflow ____ -$3,920 -$1,200 Balance +$1,000 -2,920 -$4,120
2. Think of the three other reasons why many small companies fail. Hints 1：
sharp/intense competition 激烈的竞争
inability to brand themselves 没有能力树立自己的品牌 lack of capital 资金缺乏
unsound business plan 不成熟的商业计划 Hints 2：
unable to do market research 没有能力做市场调查 poor management skills 不当的管理技能
inherited company where the present owner doesn‟t have the necessary expertise 家族继承的企业，而目前的管理人缺乏必要的专业技能
inability to get sufficient capital to expand 没有能力获得足够的资金来扩展业务
ffice supplies stationery supplies 文具用品，household supplies,etc.
Improving cash flow Writing Listening conditional forms Speaking Writing
Steve and Sue are finding it difficult to pay suppliers because of the shortage of cash. Steve e-mails Babara, a friend and management consultant, to ask for help. Read the e-mail. What solution are Steve and Sue considering? Language Points
our order books are full … 向我们订货的人很多（这里order books是指“订货簿”。) have problems doing … 在方面有困难
Could you possibly have a look at our books and give us some advice? 你能否帮我们看一看帐本，给我们一点建议？（books是指“帐本”） Writing
Write a 40-50 word reply to Steve: Agreeing to help
Commenting on Sue‟s idea
Suggesting a time and place to meet. Suggested answer: Hi Steve,
It is good to know that business is going well, of course I will help! I think Sue‟s idea could be one solution but wait and let‟s discuss it together in more detail. How about a meeting one Friday at 10 am in my office? See you then. Barbara. Listening
1. Language Points
* over trading 贸易透支，指超过公司贸易能力的贸易
* to figure out a quicker way of turning those sales into cash. 找到把销售变现（把销售额转换为现金）的快捷方法。
* our margins are small enough already 我们的利差已经很小了
* I don‟t see how we can afford to offer discounts. 我不明白我们怎么还能够提供折扣。 Financing your cash flow gap means…筹集资金填补缺口意味着… * I get the point. 我明白了 （口语）
2. Barbara discusses the cash flow problem with Steve and Sue. Listen to their discussion. What are their attitudes to early settlement discounts? Key:
Steve: Steve seems skeptical about early settlement discounts. He finally agree to a 1% discount-but with some reluctance.
Sue: Sue is more positive about early settlement discounts. Barbara: Barbara looks all the possibilities and ask questions about the implications of the various options. She seems open-minded but fundamentally in favor of the proposal.
3. Listen again and answer the following questions. Key :
1.over-trading 2.about half
3.their margins are already small; they can‟t afford to offer discounts. 4. $ 25,000 5.financing cost 6.$ 500
7.they would have an extra $ 16,000 a month. 8.they decide to offer 1% early settlement Assignment
Look at these suggestions for improving Quick Computers‟ cash flow. Choose the best five ideas. How would they benefit the company? 参考词汇和表达:
improve business performance through cash flow planning 通过资金流量来改善公司业绩
*bill as soon as work bas been done or order fulfilled 工作完成后或按订单发货后马上要求对方付款 bill promptly so that you can have the cash available to cover the payments 及时要求对方付款您就有资金来支付自己需要的支出
adding penalty charges for late payment urges clients to pay promptly 对拖欠付款的增收罚款促使客户及时付款
*reduce the amount/time of credit given to customers 减少向客提供的赊帐数量，缩短信用周期。 *Increase sales (particularly those involving cash payments) helps to solve the capital problem 提高销售量（特别是含有现金支付的销售量）有利于解决资金问题
*Monitor the payment performance of customers 监控顾客的付款表现 * Weed out these slow pays/no pays 淘汰那些拖欠付款或不付款的顾客
* become more selective when granting credit is good for the business‟s cash flow, too 提供赊帐时对客户进行更严格的筛选对公司的现金流量也有好处 .
* Trimming your inventory is also a good way to avoid cash-flow problems 减少存货也是避免现金流量问题的好办法。 Unit 4a Brand Power
Teaching Objective
To enable students to talk about brands and marketing To practice writing a formal letter of invitation
To practice reading and listening for specific information Overview
Selling points: Speaking and listening about reasons for buying certain products
Brandstretching: Reading and speaking about supermarkets brandstretching and customers reaction to that.
Sainsbury‟s bank: Reading and work on this bank‟s advertising leaflets; Speaking and listening to know more about this typical bank‟s brandstretching. Contents l Selling points l Brandstretching l Sainsbury‟s Bank Selling points
Vocabulary Warmer Listening Vocabulary
* selling point 卖点（吸引顾客的） * environmental-friendliness 对环境无害的 * user-friendliness 用户使用方便的 * a computer superstore 电脑超市 * kitchen appliances 厨房用具 * mobile phone 手机
* competitive advantage 竞争优势 * diversify 多元化
* own-label clothing 自己品牌的服装 * shopping habits 购物习惯 * basic requirements 基本需求 * industry analyst 行业分析家 * cut-price 讲价销售的
* retail food market 食品零售市场 * saturate 使饱和 * personal loan 个人贷款 * mortgage 住房按揭 * savings account 储蓄帐户 *margin 利差，赚头 * boost profits 提高利润 * publicity 招引公众注意的 * brand consultants 品牌顾问公司 * estate agent 房地产商 * bonus points 积分
* loyalty scheme 忠实（顾客）奖励计划 * brand loyalty 品牌忠诚 * air miles 里程奖 * voucher 优惠奖券 * banking sector 银行业 * target customer 销售对象 * credit card信用卡 * interest rate 利率
* direct mail 直接邮寄广告推销法 * public relations 公共关系 * retailer 销售商 * retail group 零售集团
* customer-focused 以顾客为中心的 * incentive 刺激 Selling points Warmer
Work in pairs. Discuss the following questions. 1. Do you usually buy the brand-name goods?
2. Do you think the goods with international brand are always the quality goods? Why? 3. How important is to build a brand image? Expressions for reference:
a brand represents a certain culture 一个品牌代表一种文化 be attracted by the quality brand image 被优质的品牌形象所吸引 the brand name carries high credibility 品牌具有很高的可信度 brand leader 畅销品牌
have a strong sense of brand loyalty 具有强烈的品牌信任感 consistent quality 稳定的质量 reasonable price 合理的价格
good after-sales service 良好的售后服务
have confidence in the reliability of the product 信赖产品的可靠性 good quality 良好的质量
user-friendly design 方便用户的使用设计 Suggested answer:
1. It depends. When I am going to have everlasting goods, for example, the household appliances, I will choose the brand-name products.
2. Sure. The goods with low quality are unlikely to enjoy an international brand.
3. In the long run, it‟s profitable to build a brand image, especially for a series of products. Listening
Five people explain why they bought one of the products. Listen and decide the main reason for each purchase. Key:
1.G 2. H. 3. D. 4 B. 5 .E. Key points in listening:
* Reliability and after-sales service are all very important, but they are not exactly exciting, are they? 产品的可靠性和售后服务都很重要，但这些并不完全是刺激你购买的因素，对吧？ * I want my car to say something about me. 我想让我的车来展示我的个性。 * I want something which looks sporty and attracts attention. 我想要一辆时髦的能够引人注目的汽车。
* And then I saw that advert on TV with those new computers.
后来我在电视上看到了这则新型的电脑广告，注意；advertising 是广告的总称，是不可数名词；advertisement 是具体的广告，是可数名词。 * Get onto the internet 上网
* I thought buying a mobile phone would be easy, but it wasn‟t. 我原以为买手机是很容易的事情，但事实并非如此。
* all this stuff about monthly service contracts and different tariffs at different times of day. 所有这些每月维修合同以及一天内不同时段的不同收费标准等玩意儿。
* I worked out that the best deal for me was a one-year all-inclusive package. 我琢磨对我来说，最好的买卖就就是一年的服务。
* I used to think that one refrigerator was pretty much like any other . 我以为各种冰箱没有什么两样。
* Zone layer 臭氧层 * CFC gases 氟氯化碳气
* CFC是* chlorofluorocarbon 的缩略词
* And it is cheap to run as well 供养费用便宜。Run是“供养，保养”。 * A particularly well-known make of video recorder 一个“品牌”特别著名的录象机。
* And it‟s been back to the shop twice already 已经两次送到商店修理了。
Brandstretching Pre-reading question Words and Expressions After-reading question Pre-Reading question
Read the newspaper article about the large supermarket chains in the U.K. How are they stretching their brands into new markets? Suggested answer:
Supermarkets are now diversifying into:
Financial services e.g. credit cards, personal loans, mortgages and saving accounts Own-label clothing, mobile phones, cut-price electrical goods, computers. There is even talk of diversification into own-label cars, estate agents and dentists. Words and expressions
* As supermarkets continue to diversify into new markets, Madhur Ranatunga asks whether there is anything that supermarkets are not prepared to sell. as在这里表示原因，由于的意思，比如：As you were not there I left a message.因为你不在那里，我留了个信儿。
* diversify 是“多元化，多样化”的意思，例如：Our factory is trying to diversify its range of products.我们厂正设法增加产品的品种。 * underway正在进行当中.
Economic recovery is already underway.经济正在复苏。
* select在这里是形容词，意思为“精选的”，“优等的”。比如：That college is very select.那所学院入学要求十分严格。We only stay in select hotels. 我们只在一流旅馆住 * not any more. 他再也不是过去那样子了。
be happy with 对……满意。I am not happy with your service. 我不满意你们的服务。 * be set to意思为“很有可能，即将发生的事情。”
Electricity prices are set to go up again. 电费很有可能再次上涨。 * prospect“前景”
There is no prospect of a settlement of the dispute. 这场纠纷根本不可能获得解决。
* set up是“建立，成立”的意思，一般与“机构，单位，制度”等搭配，eg, to set up a hospital 设立一家医院。
* take over在这段话中的意思是“从别人手中接管一份工作或职责”。 He has taken over responsibility for this project. 他接管负责这项工程。
* bn是billion的缩写形式，但要特别注意billion的用法。以前,billion 在英国英语中的意思是“万亿”，但现在已经改用“trillion”来表示了，所以，现在在英国英语中，billion的意思也是“十亿”的。
* be bound to意思为“肯定会”，“一定会”。比如：you are bound to feel nervous about your interview. 你对面试肯定会感到紧张的。be bound to 的意思和be set to 的意思还是有区别的，be set to 不如be bound to 肯定。
* 注意，publicity一词在这里表示“招引公众的注意”，“名声”的意思。比如，seek publicity 求成名，avoid publicity 避免众人注意。He attracts a lot of bad publicity with his speech about unmarried mothers. 他关于未婚母亲的演讲招来了很多不利名声。但是，publicity 一词还可以表示为“招引公众注意的手段”，此时一般翻译为“宣传”。比如：The concert was a good one, but because of bad publicity, very few people came. 这是一场很出色的音乐会，但是因为广告做得差劲，到场的人很少.
* repossess……home是指如果超市从事银行业务，向顾客提供购房贷款（home loan）, 那么它就面临着一些可能的风险；如果客户无法按时支付贷款，那么超市就有权回收客户的房屋，并把它出售，以补偿损失。因为在这种情况下，房屋是一种贷款的抵押品，它的所有权是属于超市的，因此，当出现不良贷款时，超市就有权收回该客户的房屋。
A range of 一系列，一个变动范围。比如：Several cars are available within this price range.在这个价格范围内，有好几种 汽车可供选择.
be prepared to 准备好
I have prepared everything for the trip. 我做好了旅行的所有 准备。
combine是“结合”，“联合”的意思，比如：We can„t always combine work with pleasure.我们并不总是能在工作中享受到乐趣。
add up to表示“实质性的结果”，含有“总结起来意味着……”的意思。又比如：what do all the arguments add up to?所有的结论归根到底说明了什么。另外，add up to 还表示数量上的结果，即“合计达到一定数量。” These numbers add up to 100.这些数目合计为100. Reading
Read the article again and answer the questions: 1. Why are the large UK supermarket chains diversifying ?
2. How are the supermarkets able to attract business in the banking sector? 3. What are the risks involved with brandstretching?
4. How do the large supermarket chains encourage brand loyalty? Suggested answer :
1. Because the retail food market is saturated. The only opportunities for growth are through diversification and entry into foreign markets. The big supermarkets have already expanded abroad. 2. Because they have a lower cost base, they can offer better interest rates than traditional banks. 3．There may come a point when providers will want to raise prices. The bad publicity could hurt the brand. Any negative action, (e.g. repossession ) against customers who are also supermarket customers could also damage the brand.)
4. They offer loyalty schemes, giving bonus points which can be traded for air miles or cash discounts. Sainsbury‟s Bank Reading comprehension Oral practice listening
Reading comprehension
Look at the extracts from advertising leaflets for Sainsbury‟s Bank. Match them with financial products
in the box. Key:
A 2. C 3. E 4. B 5. D 6. E 7. A Oral practice
What would be the advantages and disadvantage of buying all of these financial products from the same providers? Suggested answer:
Advantages: convenience, discounts through loyalty vouchers, trust in the reliability of the brand name. Disadvantages: not necessarily the best deal in every case, over-reliance on one company if anything goes wrong. Listening
David Noble, Director of Marketing at Sainsbury‟s Bank, talks about the marketing of Sainsbury‟s financial services. Listen and answer the questions: 1. Who is the target customer?
2. What marketing methods does Sainsbury‟s bank use? 3. How has Sainsbury‟s Bank attracted customer?
What advantages has Sainsbury‟s Bank over traditional banks?
5. Why does David Noble think it is safe to stretch the Sainsbury‟s brand? 6. How has the Sainsbury‟s brand developed? Suggested answer:
1. The Sainsbury‟s customer.
2. The vast majority of advertising is in-store or through direct mail. They also use public relations as a marketing tool.
3. By offering value for money and excellent customer service standards. Reward Points have also been a big attraction.
4. As Sainsbury‟s Bank is a telephone operation, it doesn‟t have the high overheads of a branch network and so can offer better rates. Sainsbury‟s experience in retailing also means it can use its customer-focused mentality.
5. Because of Sainsbury‟s strength in customer service.
6. It started as a dairy in 1869 and has grown into a major retail group with over 800 stores. It is still developing.
Key Points in Listening :
*We‟ve bought very little advertising space, but we do also use public relations as a marketing tool. 我们购买的广告版面很少，但是我们也把公共关系作为营销的手段。
*and how does a new bank like Sainsbury‟s succeed in attracting people away from the High Street Banks? 塞恩斯伯里开办的银行是怎样把人们从传统的银行中吸引过来的？这里的High Street是英国英语，指市镇商业区的大街。The high street banks 是指传统的银行。
* Quite simple by offering value for money and excellent customer service standards. 很简单，通过提高资金效益以及提供优质的客户服务方法。这里的value for money 是指物有所值的程度。
* Our key operation advantage is that, as a telephone-only operation, Sainsbury‟s bank doesn‟t have the high over-heads that a branch network does. 我们的运作优势是：作为只通过电话运作的业务，塞恩斯伯里银行没有一般银行网点所要支付的管理费用.overheads指企业的日常开支，包括工资，租金，设备，内部装饰以及缴税等的花销，费用。
* Sainsbury‟s experience in retailing means that its bank can apply a retailer‟s customer-focused
mentality to the financial services sector.
塞恩斯伯里在零售业的经验意味着它所属的银行能把零售商的以顾客为中心的理念引入金融服务这一行业。
* Who could have imagined, back in t 1869, that a small family dairy would grow into a major retail group operating over 800 stores?
谁可以想象，早在1869年的一个小小的销售奶制品的家庭店铺，会发展成一个拥有800多家连锁店的大型集团?
Listen to the interview again. This time, the cassette will pause at certain points. Choose the best phrase from the list below to continue the conversation. Suggested answer :
1. direct mail 2. public relations 3. Over 700 000 customers 4. Value for money 5. high overheads 6. bad publicity 7. brand damage 8. Sainsbury‟s brand 9. major retail group Assignment
Oral presentation ( group work)
What is important when marketing a new brand? Age of target customers How to advertise the brand Design of logo
Words and expressions for reference: Marketing positioning 市场定位 Publicize the product 宣传产品 Lively and novel logo 生动新颖的标识语 Unit 5a Relocation Teaching Objectives
• To enable Ss to talk about company relocation
• To practice reading and listening for specific information
• To raise awareness of the features of report writing and practice writing reports • To review comparatives and language of similarity and difference Overview
*Why do companies relocate?
Speaking: discuss the reasons why companies relocate; discuss the reasons given for relocating to Ireland and put them in order of importance for their company.
Reading: read a page from a brochure about relocating to Ireland and match paragraph headings with numbered paragraphs.
Language focus: focus on comparative and superlative forms. * Arranging to relocate
Speaking: discuss the reasons why people relocate and the arrangements they have to make.
Reading: Read a report on a relocation company. Fenway Software, and tick the services which meet its needs.
Language focus: focus on the structure, layout and typical phrases used in reports.
Listening: listen to a conversation and tick the services a different relocation company offers. Vocabulary: look at the tape script to find words and phrases and difference.
Writing: write a report to compare the two relocation companies and make recommendations. Contents
• Why do companies relocate? • Arranging to relocate Why do companies relocate? * Warmer * Vocabulary * Speaking 1 * Reading *Speaking 2 * Warmer
1. What does relocation mean to a company? Suggested answer:
A relocation is defined as the removal of all or substantially all of the industrial or commercial operations in a covered establishment to a different location 100 miles or more away. 2. Eight Reasons why companies relocate. 1) To lower operating costs.
High operating costs are mainly caused by high taxes high cost of labor
(average salaries, benefits, workers compensation, unemployment insurance costs, etc. or onerous environmental regulations.)
2) To be closer to a large segment of their market. Long distance to market means time and money. transportation costs; product delivery times.
3) To be closer to certain suppliers or natural resources. 4) To be closer to similar companies.
Many companies like to cluster around other companies within the same industry, e.g. Silicon Valley. work force; suppliers; infrastructures;
benefit from “intellectual cross pollination ” with one‟s competitors and peers. 5) To access a better or larger labor pool.
quantities and qualities of labor force / resources. 6) To increase the quality of life.
7) To modernize equipment and facilities.
Companies use this opportunity to install newer equipment as well as developing andimplementing new procedures.
8) To enjoy preferential policies.
Government loans to new projects, tax rebates, funds earmarked for environmental protection, debt cancellation after verification and construction of a big project, etc. 3. Things to be considered when choose a relocation site. human resources (availability of labor, quality and quantity.) running costs / operating costs / overheads:
(cheaper) labor costs / employment costs / payroll costs;
(low) rates of inflation; (low) rates of corporate tax;
government grants / financial aid / supportive policy. telecommunication services / network / rates. transport logistics (distribution networks).
infrastructures: pro-business environment, commercial premises. living standards / quality of life. * Vocabulary
relocate 搬迁,重新安置 * running costs 管理费用
* pro-business environment 对商务有利的环境 * state-of-the-art telecommunications 发达的电讯服务
* sophisticated 发达的,精密的,尖端的 * logistics 物流
* distribution network 物流/ 配送网络 * inflation 通货膨胀
* employment costs 雇工成本 *set-up costs 创办资本
* telecommunication tariff 电讯资费 * overheads 企业一般管理费用，日常开支 * capital investment 资本投资 * R & D projects 研发项目 * successive 继承的，连续的 * infrastructure 基础设施 * regulatory authority 管理机构 * telephone networks 电话网络 cosmopolitan世界性的，全球的 * spectacular 壮观的，引人入胜的 * unspoiled 未损坏的 * scheduled flights定期航班
* leisure activities 休闲活动，娱乐活动 * work permit 工作许可证 * integration programme 整合方案 * paperwork 文书工作
* orientation 介绍性指导，介绍情况 *Ireland爱尔兰
* Dublin都柏林（爱尔兰共和国首都） * Seattle 西雅图（美国中西部的一个城市） *Speaking 1
Work in pairs. Discuss the following questions.
1.Why do companies relocate to another part of the same country?
2.Why do they relocate to another country? 参考词汇与表达:
• get government grant 得到政府资助
• relocate to a place where cheap labor is available 搬迁到劳动力成本比较便宜的地点 • better transport network facilitates company development 更好的交通网络有利于公司的发展 • save costs 节省成本
have access to more skilled workers得到技术更好的工人 ＊ adopt follow-the-talent policy实行追求人才的政策 ＊ cheaper labour costs 更廉价的劳动力成本 ＊ low rates of corporate 较低的企业税 ＊ to get closer to the market 更接近市场
＊ attracted by the pro-business environment 被有利于商务的环境所吸引 *Reading
Read extract from a brochure about relocating to Ireland. Choose the best title for each paragraph. Language points:
1. beat “超过”，“胜过”．
You can‟t beat that for a bargain. 你再也不可能找到那样的便宜货了． 2. cost “成本”.
如：cost of sales 销售成本，cost-effective 成本效益，cost of quality 质量成本，set-up costs （企业）创办成本。
3. overheads指“公司的日常开支”，“管理费用”，它包含工资，租金，电费，电话费，设备费，邮费等。The overheads are the normal costs of a business, which do not change if production rises. They are also referred to as indirect costs of fixed costs. 管理费用是指经营企业的日常开支成本，不随产量的增长而改变，也被成为固定成本中的间接成本。
4. tariff 也是商务英语中的常用的词汇，一般是指“关税”，比如：import tariffs on cars 汽车进口关税，另外也可以指（酒店，饭店，电信）价目表，收费表。 5. grant 有“补助”的意思，
比如：Students in this country receive a grant from the government.这个国家的学生可得到政府的补助 。 6. R&D是 research and development 的缩写。比如：R & D capabilities 研发能力。 7. successive “连续的”，”相继的”.
We have had three successive years of good harvest.我们已连续三年丰收。 8. be supportive of 对… …表示赞成，支持．
9.regulatory authorities 管理机构，authority 是可数名词，意思为“行政管理机构”， 如：the health authority 卫生管理部门， the local housing authority 地方住房管理部门。
10. start-up 是从动词短语start up 变化过来的. start up 指“开始创立”，“成立”。还可以作为名词用，意思为“刚创办的企业，公司”。
11. sophisticated是指（技术，产品）高度发展的，尖端的，精密的。比如：sophisticated equipment 精密设备，sophisticated techniques 尖端技术。They are among the most sophisticated weapons in the world.这些都属于世界上最尖端的武器。 12. account for （在数量，比例方面）占……。
如：The region accounts for a large part of the usable timbre. 这一地区的出产占可用木材总量的一大部分。
It accounts for 30 per cent of all railway accidents. 这占了全部铁路事故的30%。
13. cosmopolitan世界性的，
比如：New York is a very cosmopolitan city. 纽约是个国际大都会。 * Speaking 2
Put the six reasons for relocating to Ireland in order of importance for your company. 参考词汇与表达:
• Investors enjoy easy access to customers worldwide.投资商进入世界各地市场很方便 • World-class transportation and logistics世界级的交通和物流 • State-of-the-art telecommunication and IT infrastructure 最先进的电信和信息技术基础设施
• Taxation system is business friendly 税收制度有利于商务 • enjoy good quality of life享受高质量的生活 • Pro-business environment 对商务有利的环境
• Have all the advantages of operating in a total business hub 具有在商务活动中心运作所需的各种优势
• Given top ranking to the government for its proficiency 政府因为效率高而获得高度评价
• get financial aid from the local government 得到当地政府的资助 *Arranging to relocate *Speaking *Reading * Don‟t forget *Listening * Writing *Speaking
Work in pairs. Discuss the following questions. * Why do people relocate to another country?
* What arrangements do people have to make when relocating? 参考词汇和表达：
have better prospects of promotion 有更好的晋升机会 find better job opportunities 找到更好的工作机会
take up secondment to another organization 暂时借调到另一个单位 secondment widens the experience暂时借调可扩展经验 a change of lifestyle 改变生活方式 consider spouse‟s job 考虑配偶的工作 find accommodation寻找住处 organize work permits获得工作许可证 * Reading
Fenway Software is relocating several employees to Dublin. Read this report about a relocation company. Executive Relocation Services (ERS). Tick (√) the services it offers It in the table on the opposite page. Cross (×) any services ERS does not offer.
Language points
1. relocate vi. 重新安置，迁移到新的地方
如：Many companies are seriously considered relocating elsewhere in Asia.
vt. 重新安排位置．
如:The corporation relocated 1450 employees upstate. 2. Internet pre-viewing 网上预览
3. Recommendations „建议“，”劝告“，多以复数名词出现． * Don‟t forget
The following phrases are useful when writing reports. Introduction
The aim /purpose of this report is to …. This report sets out to…. Conclusion:
It was decided / agreed /felt that… No conclusions were reached regarding… Recommendations:
We would recommend that … It is suggested that… * Listening
Bob Richards phones Amanda Ramone to discuss another relocation company, Worldwide Relocation. Listen and complete the table of Ex. 2. Key expressions:
Do they stand up to ERS?他们能比得上执行安迁服务公司吗？ 2. And do they handle all the paperwork? Visas, work permits…? 他们是否负责办理所有的书面材料；签证、工作许可证……？ 3. …they run orientation and cultural integration programmes. … 他们开办了环境适应及文化整合项目．
4. But there‟s no-one else in the picture. 但目前我们又不熟悉第三家． 5. Well, you‟re closest to this. What‟s your view? 你最了解这一情况，你的想法如何？
Look at the tape script. Underline any words and phrases which refer to similarity or difference. Writing
Which relocation company should Fenway choose? Write a report comparing the two Companies and making your recommendation. Write 120-140 words. Assignment
What is important when planning relocation to a company? * Research work
* A Preview Tour (实地考察）
* A good relocation company (好的搬迁公司)
Unit 5 Words Unit 5a
relocate 搬迁,重新安置 * running costs 管理费用
* pro-business environment 对商务有利的环境 * state-of-the-art telecommunications发达的电讯服务
* sophisticated 发达的,精密的,尖端的
* logistics 物流
* distribution network 物流/ 配送网络
* inflation 通货膨胀 * employment costs 雇工成本
*set-up costs 创办资本
tariff关税
* telecommunication tariff 电讯资费 * overheads 企业一般管理费用，日常开支
* capital investment 资本投资 * R & D projects 研发项目 * successive 继承的，连续的 * infrastructure 基础设施 * regulatory authority 管理机构 * telephone networks 电话网络 cosmopolitan世界性的，全球的 * spectacular 壮观的，引人入胜的
* unspoiled 未损坏的 * scheduled flights定期航班 * leisure activities 休闲活动，娱乐活动
* work permit 工作许可证 * integration programme 整合方案
* paperwork 文书工作 * orientation 介绍性指导，介绍情况
government grant 政府资助
save costs 节省成本
have access to more skilled workers得到技术更好的工人 adopt follow-the-talent policy实行追求人才的政策
low rates of corporate 较低的企业税 be supportive of 对… …表示赞成，支持．
Unit 5b
premises （企业，机构等使用的）经营场地，生产场地，办公场所
property consultancy 地产咨询公司 public transport 公共交通设施 • bus route 公共汽车线路 • corporate business area 商务区 • high street 繁华的商业大街 • multi-storey office building 多层办公楼 • underground car parking 地下停车场 • surface car parking 地面停车场
• metro station 地铁站 • business development 商业区 • full amenities 全套设备
• leasehold 租赁
• lift （英国英语）电梯 （美国英语）elevator
• tenant 租户 • expressly 明白地 • corporate image 公司形象 • homogenize 使雷同，使……单样化 • endorse 请名人为商品做广告 • establishment 公司，商业机构
• underline 强调 • multinational 跨国公司
• industrial estate 工业园区（也可以说trading estate或者industrial park，
美国英语） • work ethic 职业道德 • boardroom 董事会的会议室
• lease 租赁 office space 办公地点 • floor plan 楼层平面
• managing director 总裁（美国英语中，也称chief executive 或president）
• accounts department 会计部门 • chief accountant 首席会计 • photocopier room 复印室 • shipping manager 运输部经理
• post room收发室 Tenure: (房地产)保有权,租赁. standby generator 备用发电机 homogenize 使单一化，雷同。
retain 保留. entail“使必需，蒙受”
recognizable，可以认识的，可以辨别的，.
endorse “赞同，支持 establishment，企业，机构 rundown失修的，破败的 essential基本必需的东西
1. What does relocation mean to a company?
A relocation is defined as the removal of all or substantially all of the industrial or commercial operations in a covered establishment to a different location 100 miles or more
away.
2. Eight Reasons why companies relocate.
1) To lower operating costs.
High operating costs are mainly
caused by high taxes
high cost of labor
(average salaries, benefits, workers compensation, unemployment insurance costs, etc. or
onerous environmental regulations.)
2) To be closer to a large segment of their market.
Long distance to market means time and money.
transportation costs;
product delivery times.
3) To be closer to certain suppliers or natural resources.
4) To be closer to similar companies.
Many companies like to cluster around other companies within the same industry, e.g.
Silicon Valley.
work force; suppliers; infrastructures;
benefit from “intellectual cross pollination ” with one‟s competitors and peers.
5) To access a better or larger labor pool.
quantities and qualities of labor force / resources.
6) To increase the quality of life.
7) To modernize equipment and facilities.
Companies use this opportunity to install newer equipment as well as developing and
implementing new procedures.
8) To enjoy preferential policies.
Government loans to new projects, tax rebates, funds earmarked for environmental protection, debt cancellation after verification and construction of a big project, etc.
3. Things to be considered when choose a relocation site.
human resources (availability of labor, quality and quantity.)
running costs / operating costs / overheads:
(cheaper) labor costs / employment costs / payroll costs;
(low) rates of inflation;
(low) rates of corporate tax;
government grants / financial aid / supportive policy.
telecommunication services / network / rates.
transport logistics (distribution networks).
infrastructures: pro-business environment, commercial premises.
Living standards / quality of life.
Key to the report and the letter (Unit 5a and Unit 5b) Date:
Report on: A comparison of ERS and Worldwide Relocation
Introduction
The aim of this report is to assess which of the two companies. ERS or Worldwide
Relocation, would be the most suitable for the relocation of Fenway employees and their families from Seattle to Dublin.
Findings
Both ERS and Worldwide Relocation offer an accommodation and school search services. Both companies can organise visas and work permits. In addition to these basic services, ERS also offers removal and shipping assistance whereas Worldwide Relocation offers an integration programme and assistance with partner employment. The latter is a key requirement for Fenway.
Conclusion
It was concluded that both companies go some way to fulfilling Fenway‟s needs, but neither meets all its needs.
Recommendation
We would recommend that Worldwide Relocations be chosen to facilitate the relocation process as its services match Fenway‟s requirements more closely than ERS‟ do.
Dear Mr. Slater,
I am writing to say that, after having visited the site, my company is very interested in renting the office premises at 4 place Jean Moulin. However, I would be very grateful if you could give me some further information.
Firstly, would it be possible for you to tell me which companies share the site?
Could you also tell me how many floors there are in the building in total? We are only interested in renting a single floor of the building. Would this be possible? You say the property is near two metro stations. Please can you tell me which they are? I would also like to know where the additional surface car-parking is exactly.
I look forward to hearing from you soon.
Yours sincerely,
Unit 5b New Premises新的场所
Objectives: To enable Ss to talk about office space and facilities To practise listening for direction To practise letter writing
To review the language of suggesting Materials needed: Cassette Unit overview
Finding the right location
Listening Ss listen to someone giving directions and mark an office site on a map Speaking Ss give each other directions
Writing Ss write a letter requesting further information about office premises (Writing Test part Two) Reading Ss read an article about office location and match endings with sentence stems (Reading Test Part Three) Leasing office space
Speaking Ss allocate office space to management, staff and facilities in a company. Ss discuss important considerations when choosing office sites (Speaking Test part Three). words and expressions
premises(企业,机构等使用的)经营场地,生产场地,办公场所 property consultancy地产咨询公司
corporate business area (business district, commercial district, commercial area)商务区,商务地段 high street繁华的商业大街
multi-storey office building多层办公楼 underground car parking地下停车场 surface car parking地面停车场 metro station地铁站 business development商业区
full amenities全套设施 leasehold租赁
endorse v 请名人为商品做广告
eg. Well-known sportsmen can earn large sums of money from manufacturers by endorsing clothes and ewuipment.
著名运动员在广告中替厂家宣传运动服装和器械,可获得巨额报酬. establishment公司,商业机构
industrial estate(trading estate, industrial park)工业园区 work ethic职业道德 floor plan楼层平面图
Accounts Department (Accounts)会计部 chief accountant首席会计 post room收发室 Listening
Gerald Slater works for PLP Immobilier, an international property consultancy in Paris. He gives a client, Jim Flowers, directions to an office site. Listen and mark the correct office on the map below. Expressions for giving direction:
Do you think you could give me directions If you look right, you'll see Walk to the
You turn right there and cross over to the other side of the street. Take the first road on the right.
Keep going along that street until you come to a theatre.
You'll cross over two or three other streets on the way, but just keep straight on until the theater. You go down there, and about halfway along is a kind of square, with a statue in the middle. III. Speaking
Work in pairs. Give your partner directions from the metro station near the café to your office, letter G on the map.
Follow your partner's directions to their office from the metro station near the café on the map. IV. Writing
You are Jim's assistant. Read the information about the property below, and Jim's notes. Write a letter of 120-14-words to Gerald at PLP asking for further information.
It should be clear and appropriate. It should also contain all the five points highlighted in the handwritten notes and remember to use the criteria in Unit 3a. The criteria mentioned in Unit 3a
Layout: the layout is too dense and therefore off-putting. It might help if the writer used headings, bullet points and brackets.
Accuracy: as the writer is a non-native speaker, complete accuracy is perhaps not to be expected. However, core words for the topic should be spell correctly. Good punctuation aids clarity.
Paragraphs: the text needs to be divided into paragraphs to aid clarity and to encourage the reader to actually read the fax.
Connectors: it is difficult to follow the sequence of ideas because connectors are not used much to make it clear
Sentences: some of the sentences are extremely long, making the text difficult to read. Aiming for one
idea per sentence is a good idea. Exam focus: Writing Test Part Two(Letter)
Candidates write a 120-140 word formal business letter or report. All five prompts given in the input must be included in the answer. The task tests candidates' ability to produce an appropriate piece of extended directed writing.
For letters, candidates are expected to plan, organize and present their ideas clearly. Letters should be divided into clear paragraphs. Although candidates should not write addresses, they are expected to know letter layout and conventions. They must use appropriate salutations and closures. Typical written functional phrases should be used. V. Reading
Read the article on p61 and complete the sentence stems. Exam focus: Reading Test Part Three
Candidates read a 450-55- word text and answer six multiple choice question and sentences stem completion. The tests candidates' understanding of specific information.
Candidates read the questions (which appear in the order of the text) before reading the text for the relevant information. They then read the relevant passages for detail. This will help then select the correct option. Grammatically, all options will fit, so candidates should concentrate on selecting an item with the correct meeting.
Miro (Joan Miro, 1893-1983 ) 西班牙的超现实主义画家. Monet (Claude Monet, 1840-1926)法国印象派画家. a Miro or a Monet 一幅米罗或莫奈的画
英语中,在专有名词前加不定冠词,表示\"某人的一步作品或发明,设计,制造的机器等\".如:I found a Qi Baishi among the exhibits.我在展出的作品中发现一幅齐白石的画. 定冠词也可以用在专有名词前,表示某人的作品,某个牌子的产品. VI. Speaking
Ask students to look at the office floor plan. Explain it briefly, pointing out the main entrance, lifts, toilets, partitioning etc.
Ss work in groups of 3-4 and discuss which office space should be allocated to the listed management, staff and facilities in the company and why.
The aim of the activity is to reach agreement within each group. Phrases for making suggestions
The following phrases are useful when we make suggestions: Let's
Why don't we How/ What about I think we should Perhaps we could Couldn't we
If we…, we could/should… VII. Summary
Unit 6a Reporting results报告结果
Objectives: To enable Ss to talk about company performance To review the language of change including cause and effect
To practise reading and listening for specific information To practise report writing Materials needed: cassette
Suggestion: use authentic annual reports in the lesson Unit overview
Measuring performance
Speaking Ss discuss how companies measure performance and report results.
Listening Ss listen to a TV news report and pick out the performance indicators mentioned. Ss then listen again and answer comprehension questions. Ss listen once more and complete a graph. Vocabulary verbs/nouns as well as adverbs describing change.
Speaking Ss do an information exchange activity in which they complete graphs/bar or pie charts. Annual reports
Reading Ss match sentences with extracts from the Chairman's Statement from annual reports (Reading test Part One)
Speaking Ss rank the extract in terms of how positive the results are.
Speaking Ss look at financial information about two companies and decide which company they would prefer to invest in.
Writing Ss write a short report explaining their decision. I. Measuring performance 1. Warm-up
Ask Ss if they know how the performance of a company can be measured.
2. Introduce some words about the performance of a company in the annual report company performance公司绩效 performance evaluation绩效评估 annual report年度报告 pre-tax profits税前利润
breakeven无亏损(的),盈亏相抵(的) volatile可变的,不稳定的 disposal出售,出让
balance sheet资产负债表,平衡表 exceptional item非常项目 operational margins经营利润 cost-cutting measures降低成本的措施 resource efficiency programme资源增效计划 sales volume销售额
trading volume贸易额,交易额 turnover营业额 restructure结构重组 streamline使…有效率,精简 cash surplus现金盈余
transformation programme改革,改组计划 earnings per share每股收益 dividend per share每股分红 assets资产
3. Listening
Listen to a television report about the performance of the UK supermarket chain Budgens and answer the questions on p83.
Listen to the second half of the report again and complete the graph on p84 representing Budgens's share-price from February 98-99.
4. Vocabulary: verbs/nouns as well as adverbs describing change Verbs/ nouns to rise/ a rise to fall/ a fall
to collapse/ a collapse to peak/ a peak to recover/ a recovery to improve/ improvement to shoot up
to increase/ a increase to decrease/ a decrease to rocket to slump/ slump to drop/ a drop
关于股票涨跌的常用表达法主要有: shoot up猛涨
shares peak at股价达到最高点 the price collapses股票蹦盘 the price falls/goes down股价下跌 shares recover/rally股价回升 go into steady decline稳步下跌 share price is marginally up股价微升 shares are up slightly by…股价微升 Adverbs
slightly/moderately /steadily
sharply/ considerably/ greatly/significantly/dramatically/drastically quickly/rapidly/slowly 5. Speaking
Ss work in pairs to describe the graph/ bar-chart to each other for their partner to draw. II. Annual reports
introducing the topic of annual reports
An annual report is written for shareholders to inform them of the financial situation of the company. It is usually a glossy publication which aims to promote a positive image of the company. It includes information on company activities and major developments over the year as well as financial information about the company, such as balance sheets and profit and loss accounts. Read the extract on p85 and match each sentence with one of the extracts. Exam focus: Reading Test Part One
Candidates read four topic-related texts (A-D) and match each of the seven statements with the relevant text. This tests ability to read for gist and specific information.
Candidates read the four text and then the statements. They then focus on each text in turn, reading for detail and finding statements which match. Finally, candidates re-read each statement and check their answers. Candidates should check they have used all the statements once only and that they have not made careless errors nothing down the letters. Speaking
Ss work in pairs and discuss which of the two companies featured in the newspaper snippets it would be a good idea to invest money in. profit after tax
Earnings per share= --------------------------------------------- number of ordinary shares in issue Summary
We have discussed company performance.
We have read extracts about company's annual report. We have learned words and phrases for describing trend. Assignment
Write a 120-140 word report comparing the two companies and recommending the most suitable. It should be clear and concise and include language for describing trends and cause and effect, where appropriate.
III. Essential vocabulary Describing performance acquisition annual report assets
chairman's statement cost-cutting (measures) disposal dividend merger to offset to restructure revenue sales volume share price to streamline trading results trading volume
Unit 6b Environmental report环境报告
Objectives: To enable Ss to talk about the impact of business on the environment To practise listening for specific information To practise report writing
To review and practice language for giving presentation Materials needed: cassette
Unit overview
Assessing environmental impact
Speaking Ss complete a questionnaire assessing the environmental impact of each other's companies. Ss then think of three ways to reduce this impact. Environmental performance
Listening Ss listen to a presentation about ICI's environmental record and answer multiple-choice questions
Speaking Ss summarise the four main ICI initiatives and rank them. Ss then discuss how companies can balance the interests of customers and shareholders with a commitment to the environment. Language focus Ss focus on presentation including typical phrases for presenting
Speaking Ss work in groups to prepare a brief presentation using information about a chemical company's environmental performance.
Writing Ss write a brief report on the company's environmental performance Assessing environmental impact评估环境影响 Warm-up
Ask Ss if they know anything about pollution and the words connected with it.
Ss read the questionnaire. Add up the total score. Then turn to p147 for an assessment of the company's environmental impact.
Words and expressions for reference:
readjust energy consumption policy调整能源消费政策 formulate waste management guidelines制定垃圾管理政策 collect and separate the waste对垃圾进行收集和分类 reduce disposables减少一次性用品
develop environmentally-friendly packing开发环保型包装 use fewer plastic bags少用塑料袋
to green the environment wit plants通过种树栽花绿化环境 water saving system节水系统
reduce energy consumption减少能源消耗 Environmental performance环境绩效 listening
Ss listen to the presentation on ICI's environmental record and choose the best options to complete the sentences. speaking
Summarize the four main points of the Challenge 2000 project. Ss rank the four points according to the extent to which the initiatives would make a difference to the environment. Ss should explain the reasons for their ranking. Suggested answer: By 2000 ICI aims to:
Meet all local environmental regulations (in countries where ICI operates and will operate). Reduce energy consumption (by 10% of 1995 figure).
Halve its environmental impact (by reducing the most dangerous type of waste).
Ensure all its businesses have Product Stewardship Programmes )to improve information abut chemicals used by the company).
Phrases used when making presentations
Presentation
A presentation is a formal talk to one or more people that \"presents\" ideas or information in a clear, structured way. People are sometimes afraid of speaking in public, but if you follow a few simple rules, giving a presentation is actually very easy.
The following phrases are useful when making presentations. Introducing your talk Today we're going to look at I'd like to begin with Referring to visuals
If you'd like to look at the screen, you'll see As you can see from Signaling Moving on to
Now I'd like to turn to Summary
Words and phrases for talking about environmental impact. How to make a presentation essential vocabulary by-product副产品
to comply with (regulations) energy consumption能源消耗 energy-efficient节能的 environmental impact环境影响 environmental issues环境问题 environmental legislation环境立法 environmental programme环保项目 to fulfil (an obligation)承担义务 hazardous/non-hazardous product life cycle产品寿命周期 subsidy to subsidize
to reach a target达到目标 Assignment
Ss work in groups. Each group prepares a short presentation using the information given on p90. More expressions: Signposting Function Language
Introducing the subject I'd like to start by... Let's begin by... First of all, I'll... Starting with... I'll begin by...
Ordering
Firstly...secondly...thirdly...lastly...
First of all...then...next...after that...finally... To start with...later...to finish up... Finishing one subject... Well, I've told you about... That's all I have to say about... We've looked at... So much for... ...and starting another Now we'll move on to... Let me turn now to... Next... Turning to...
I'd like now to discuss... Let's look now at...
Analysing a point and giving recommendations Where does that lead us
Let's consider this in more detail... What does this mean for ABC Translated into real terms... Giving an example For example,...
A good example of this is... As an illustration,... To give you an example,... To illustrate this point... Dealing with questions
We'll be examining this point in more detail later on... I'd like to deal with this question later, if I may... I'll come back to this question later in my talk... Perhaps you'd like to raise this point at the end... I won't comment on this now... Summarising and concluding In conclusion,...
Right, let's sum up, shall we I'd like now to recap...
Let's summarise briefly what we've looked at...
Finally, let me remind you of some of the issues we've covered... If I can just sum up the main points...
Unit 7a Health and safety健康与安全
Objectives: To enable Ss to talk about health and safety To practise reading for gist and specific information
To practise listening for specific information To review the language of obligation Materials needed: cassette Unit overview Injuries at work
Speaking Ss discuss what kind of injuries can happen in an office, how they think such accidents happen and how they can be prevented.
Reading 1 Ss match percentages with the frequency of certain types of office accident. Listening Ss listen to a conversation and complete an accident report form Language focus Ss focus on language of obligation/ absence of obligation How safe is your workplace
Reading 2 Ss match paragraph headings with paragraphs in a brochure about risk assessment. Ss then insert missing sentences into the same text
Speaking Ss assess features of their working environment and discuss how the three worst features could be improved.
Injuries at work工作中的人身伤害 Warm-up questions:
Have you ever had an accident What happened
Think of three accidents that can happen in an office. Words and expressions for reference:
Slip on stairs, trip over the carpet, fall over computer cables→ sprained ankle and back造成脚踝,背脊扭伤
Strain neck, shoulders and upper arms from stacking reams of Xerox paper因为搬动大量复印纸而扭伤脖子,肩膀和上臂
Slam fingers in file drawer… result in broken fingers手指被夹在文件柜,造成手指骨折
Cups of hot tea are spilled because of wiring cluttering up desks→ get burned办公桌上各种配线太乱而拨翻茶杯造成烫伤
Bump your head on the edge of the desk/ a filing cabinet头撞到了办公桌/文件柜的边上 Introduce the topic of health and safety
In the UK every employer is legally obliged to prepare a written policy on health and safety which it displays in the workplace outlining ways to deal with potential hazards. In the UK each workplace has a nominated safety officer who checks the health and safety provision of the workplace and provides regular training to staff. Under the Occupational Safety and Health Act a report must be made when illness or injury results in medical treatment, transfer to another job, restricted work or motion, or loss of consciousness. Reading
Ask Ss to look at the table on p95 and complete the information with the percentages in the box. Listening
Before Ss listen to the cassette, look at the accident report form to predict the missing words in Part D. Then listen to the conversation between a company nurse and an employee. 看听力文稿,划出表示职责的动词,用这些动词完成下列表格. 英语中用来表示职责,义务的单词和词组有: to be under an obligation负有…的义务,有义务做…
eg. We are under no obligation to give him what he wants. to be obliged to do sth.必须做(某事)
eg. Parents are obliged to send their children to school. have to do sth.不得不…,表示由外部客观因素导致的职责和义务, eg. The train leaves at six o'clock, so I have to get up early tomorrow. must应该,必须,表示说话人主观上认为有义务这样做 eg. I must clean my teeth every day. to be required to do sth.被要求做…,必须做… eg. All passengers are required to show their tickets. Exam focus: Listening Test Part One
Candidates listen to three telephone conversations or answerphone messages and complete each of the gaps in three gapped texts with one or two words or a number. Each text has four gaps. The recording is heard twice. This task tests candidates' ability to listen for specific formation.
Candidates have fifteen seconds to read through each form before listening and should use the time to predict the missing information. The questions follow the order of the recording. Distraction may be included in the recording in order to mislead unwary candidates.
This exercise is similar to the task in the exam, even though it involves only one rather than three conversations.
How safe is your workplace
Ask Ss why employers and employees would wish to have suitable health and safety precautions in the workplace.
Employers would save money if staff had fewer days off because of work-related accidents and illnesses. With good health and safety provisions the employees are likely to feel less worried about potential hazards and be more productive. Reading
Ask Ss read the leaflet about assessment and match each of the steps (1-5) with one of the headings from the box (A-E). 要点解析:
risk assessment is nothing more than…:nothing more than means equal to, same as, not more than. Eg. Nothing more than a tunnel-like passage greeted the excavators.面对着挖掘者们的是一条同地道一样的通道.
Go to court: 上法庭,提出诉讼.不用定冠词
Eg. go to school, go to church, go to hospital, go to office, go to prison
Have it covered by…:cover means to protect or shield from harm, lose, or danger Eg. The cave covered him from rain. Be in place: 适当的,相称的,适时的 Eg. The proposal is not quite in place. Keep an eye on sth.:照看,留心
Eg. keep an close eye on new technology
In one's own right: 凭本身的权利,能力,实力,资格等
Eg. He is a distinguished scholar of international renown in his own right. III.Essential vocabulary Health and safety absent (from work)
accident to arise
cause for concern findings first aid
to harm/ to cause harm to hurt incident injury
to lose your balance painkillers
(to take ) precautions to prevent risk to slip stitches to strike
to take into account to trip IV. Ssummary
An article about health and safety The language of obligation
Unit 7b Right at work工作中的权利
Objectives: To enable Ss to talk about work-related problems and their legal implications To practise reading for gist and specific information To practise listening for gist To review passives Materials needed: cassette Unit overview Know your right
Speaking Ss discuss statements about smoking in the workplace.
Reading Ss read a bulletin about an industrial tribunal on smoking and answer gist questions.
Language focus Ss read the bulletin to find examples of passives and group them under functions they perform.
Writing Ss formulate a smoking policy for their office and write a memo informing staff of the policy (Writing Test Part One). Problems at work
Listening Ss listen to five short pieces to identify which work problems are being talked about (Listening Test Part Two Section One).
Speaking Ss decide if the dismissals mentioned on the cassette were fair. Ss discuss how they would deal with other work-related problems. Know your right Warm-up questions:
Do you smoke
Do your classmates smoke
Are you allowed to smoke in your classroom/ dormitory Speaking
Ss discuss the questions on p99 about smoking in the workplace. Words and expressions: work extra time加班
smoking policy有关吸烟的政策 staff complaints员工投诉 plaintiff原告 tribunal法庭,仲裁
industrial tribunal劳资仲裁庭 tribunal rules法庭裁决 legal action法律诉讼 law firm法律事务所 employment law劳工法
Employment Appeal Tribunal (EAT)劳工诉讼法庭 to draw up/formulate a policy起草一份政策规定 contractual obligation合同义务 smoking bans禁烟令 to be faced with面对,面临 sexual harassment性骚扰
front page of a newspaper报纸头版 Reading
Ss read the bulletin about an industrial tribunal and answer the questions. 4. Language focus
Ss read the bulletin again to find examples of passives and group them under functions they perform. Review the form and use of passives, particularly with modal verbs. 5. Writing
Exam focus: Writing Test Part One
Candidates write a 40-50 word note, e-mail, message or memo. They are given a written prompt outlining who the message is to, the reason for writing and what information should be included in the text. Some of this information is given and some should be invented by the candidate. All three pieces of information given in the bullet points must be included in the answer. This tests candidates' concise writing skills.
In the examination, task fulfillment is more important than accuracy. Candidates need to be aware of genre (note, memo etc.) so that the language is appropriate; however, candidates do not need to be concerned about layout. Problems at work Listening
Ss read the list of eight reasons why people lost their jobs (A-H). Ss then listen to five people talking about why they lost their jobs and match each person with one of the reasons. Exam focus: Listening Test Part Two
In Section One candidates listen to five short pieces in order to identify the topic of each piece from a list. In Section Two candidates listen to another five short pieces in order to identify the function of each piece. Both sections test candidates' ability to listen for gist. Each section is heard twice. Incorrect options are included in the recording in order to distract unwary candidates. Candidates should not make a final decision until they have heard each piece twice. Speaking
Ss discuss the fairness of what happened.
In pairs Ss discuss the incidents and decide what action to take. III.Summary
Words and expressions about work-related problems and their legal implications Reading and listening Passives
IV. Writing assignment
Write an e-mail to inform staff about the policy Suggested answer: To: All staff From:
Date: 7 Oct. 2005 Re: Smoking policy
As there are only two smokers in this building, they have agreed to smoke outside. However, they will need regular cigarette breaks. Please consider smokers when organizing meetings. You are advised to plan breaks at least every two hours. Essential vocabulary Rights at work to abuse ( a system) to ban
to be allowed to case
to deal with (complaints) to dismiss/ sack (an employee) to draw up / formulate ( a policy) grievance industrial tribunal to keep up with (work) (to know your) rights to meet (a target)
to put up with (a disturbance) unfair dismissal verbal/written warning workload to work overtime
Unit 8a Business expenses商务费用
Objectives: To enable Ss to talk about expenses
To practise reading for specific information
To practise listening for gist and specific information To practise memo writing Materials needed: cassette Unit overview Claiming expenses
Speaking Ss discuss the expenses people typically incur on business trips Ss discuss what they would do in certain situations regarding expenses claims
Listening Ss listen to three telephone calls about expenses in their company and discuss how it could be improved.
A new expenses claims system
Reading Ss read a memo about a new expenses claims system and answer questions.
Speaking Ss discuss the advantages/ disadvantages and match them with the purpose of the calls Writing Ss write a short memo to staff concerning expenses Claiming expenses Warm-up questions: Do you often travel Where do you go
Which expenses incur on your trip Speaking
Ask Ss which expenses incur on a business trip. Words and expressions for reference:
pay bills for food, taxi, etc.支付食物,乘坐出租车等的费用 pay for accommodation支付住宿费 travalling expenses旅行费用
cost of business calls while on your business trip商务出差期间打公务电话的费用 fax or telephone charges传真或电话费用 cost of meals and lodging食宿费用 hotel bills旅馆住宿费
public transportation fares公交车费 laundry expenses洗衣费用
client entertainment expenses 招待客户的费用
Ask Ss to read the three situations. Ss discuss what they would do, working in pairs or as a group. Words and expressions: business trip商务旅行 expenses claim报销申报 expenses claims sheet报销单
make an expenses claim for要求报销…的费用 reimburse报销,偿付
an expenses reimbursement system报销制度
small print(通常印于报销单,保险单,股票,租约等下端各种保留或限制性条件的)附属细则,小号字体印刷(品)
corporate travel expenses公司差旅费 a corporate charge card公司赊帐款
cash advances预付款 personal expenses个人费用 entertainment expenses招待费用 settle the balance结清余额 auditing procedure审计程序 line manager直属经理,业务经理 Listening
Ask Ss to read the three forms to prepare them for the kind of information they need to listen for. Ss then listen to three telephone calls about expenses and fill the gaps in the forms.
Note: only one or two words or a number are needed in each gap, if they wrote more than two words, they would be penalized.
Exam focus: Listening Test Part One
Candidates listen to three telephone conversations or answerphone messages and complete each of the gaps in three gapped texts with one or two words or a number. Each text has four gaps. The recording is heard twice. This task tests candidates' ability to listen for specific formation.
Candidates have fifteen seconds to read through each form before listening and should use the time to predict the missing information. The questions follow the order of the recording. Distraction may be included in the recording in order to mislead unwary candidates. A new expenses claims system Reading
Ask Ss to read the six questions. Ss scan the memo about a new expenses claims system for answers to the comprehension questions. Answers:
A corporate charge card (Amex) and an automated expenses reimbursement system.
It will eliminate the need for cash advances, reduce administrative time, reduce the cost of processing claims and reduce the time employees spend on claiming expenses. Employees who travel on company business All purchases made on the Amex card.
The business purpose of each purchase, the names of any guests if entertainment expenses are entered on the form, information about personal expenses incurred on the card, and information about corporate expenses paid for in cash.
Line managers will make random checks of 15-20% of expenses claims.
Discuss the advantages and disadvantages of the automated expenses reimbursement system. Disadvantages: employees can avoid spending their own money on expenses and having to wait to claim it back, employees will not have to be careful about keeping receipts for expenses.
Disadvantages: the system will not work if employees don't give the necessary additional information about expenses, some employees may be tempted to spend more if payment is made by card rather than cheques. Listening
Ss listen to five people leaving answerphone messages about expenses and match each of the five messages with one of the purposes listed. Writing
Write a 40-50 word memo to staff about expenses. It should be clear, concise and include the three points listed on p110.
IV. Summary
1. Knowledge about company expenses 2. Words and phrases about company expenses 3. Layout of memos V. Essential vocabulary Expenses amount to authorize business trip
to claim/claim back (expenses) claimant to come to ( 125) to fill in (a form) to incur (expenses) line manager
to make a (false) claim on business to process (a claim) random check receipt to reimburse small print 相关背景知识 invoice与 receipt
英语中invoice一词指\"发送的货物或提供的服务所需费用的详细清单,逐项列出的票单\"(a detailed list of goods shipped or services rendered, with an account of all costs; an itemized bill).常被汉译为\"发货清单\"或\"发票\但实际上它与汉语中所说的\"发票\"并不完全等同:汉语中\"发票\"是正式的报销凭证,而英语中的实际上是要求对方付款的凭证(an official demand for payment).在大宗买卖或商务来往中,一般先向客户开具一份所购物品的清单,即invoice,然后客户根据invoice中所列物品的价格来付款.客户付款后,会收到一份证明你已经付清该款的正式凭证,即receipt.但对一般消费者来说,购物后从商店得到的是receipt(而非invoice),证明你已经付清了该付的钱款.
因此,英语中的receipt是\"证实某具体物件,钱款或商业货物已收到的书面证据\"(a written acknowledgment that a specified article, sum of money, or shipment of merchandise has been received).可见,虽然常被汉译为\"收据\但它与汉语中的收据\"也不是一回事:汉语中的收据\"只是指收到钱物后给对方开具的字据,一般不能作为报销的正式凭证.而英语中的receipt是证明对方已经付款的正式凭证(an official recognition that the payment has been made),从这一意义上看,receipt 一词就相当于汉语中的\"发票\".在英语国家里,一般顾客在商店购物后得到的就是receipt ,在美国英语中,也称sales slip.可见,invoice与receipt 这两个单词与汉语中的\"发票\"和\"收条\"在词义上并不完全对等.需弄清其差异,才能理解本单元中出现的相关语言点:公司员工向会计部门提供receipt来作报销凭证.
Unit 8b Business travel商务旅行
Objectives: To enable Ss to talk about air travel To practise reading for specific information To practise listening for gist
Unit overview Airline services
Speaking Ss look at a list of airline services and agree on the op three services for business travellers Listening Ss listen to five short pieces to identify which airline services are being talked about No frills flying
Speaking Ss discuss differences between mainstream and low-cost airlines.
Reading 1 Ss read an article and note the mainstream and low-cost airlines mentioned. They think of a heading for each paragraph then answer true/false questions based on the article.
Reading 2 Ss read comments about flights with low-cost airlines and match seven statements with the appropriate comments. Speaking
words and expressions
get free mileage offers and value for money services provide passengers with effective economic options
valet service airport parking saves you lot of time and trouble no extra charge for extra cabin baggage
reclining seats on board helps to eliminate your weariness from flying long haul arrive rested and ready for your work in flight-catering helps you to relax yourself make life on board just a little less stressful
make the most of your time in the air to prepare for your work with the inseat phone system
Teacher asks Ss to read the list of air travel services. Ss listen to five people talking and match each person wih one of the topics.
2. Ss discuss the differences between mainstream and low-cost airlines. Listening
Listen to five businessmen talking about different travel services and accomplish the listening task. Reading
1. Ss scan the article for examples of mainstream and low-cost airlines. Mainstream airlines: KLM UK< British Airways
Low-cost airlines: Easyjet, Ryanair, Virgin Express, Go
The cheapest airline is Easyjet (It markets itself on lowest price.) 2. Speaking
What are the differences between mainstream airlines and low-cost airlines Words and expressions: Get creature comforts Have more spacious seat Provide in-flight office facilities Air-mile awards for frequent-fliers
Provide valet service airport parking services Get discount tickets Provide equally good service
Enjoy most of the services you get from mainstream airlines 3. Ss think of a heading for each paragraph. Suggested answer:
Introduction
Characteristics of no-frills airlines Added frills for low-cost airlines The history of Debonai Debonair's new business class Reactions of other low-cost airlines Consolidation in the low-cost airline sector
4. Ask Ss to read the six statements then read the article again and decide if the statements are true or false.
5. Ss read the passenger comments and decide which comment each sentence refers to IV. Words and expressions: air travel乘飞机旅行 baggage allowance行李限制 business class商务舱 creature comforts物资享受 in-flight catering航空餐饮 priority status优先权,优先资格 scheduled flight定期航班 mainstream airlines大型航空公司 low-cost airlines低成本航空公司 no-frills airlines经济型航空公司 price-cutting降价,价格战 concession优惠\\减价 high volume route航空热线 undercut低于…的价格出售 V. 专有名词
British Airways英国航空公司 Ryanairos(爱尔兰)莱纳航空公司 Prestige Airways(美国)航空公司 World airway(美国)世界航空公司 easyJet(英国)易捷航空公司 debonair(英国)戴博娜航空公司 KLM UK荷兰皇家航空公司
Virgin Express(比利时)维珍快航公司 Go(英国)前进航空公司
Unit 9 a Flexible benefit弹性福利制度
Objectives: To enable Ss to talk about employment benefits To practise reading for gist and specific information To practise listening for specific information Unit overview Benefits
Reading Ss read mini-profiles and suggest suitable benefits for the people described. How flexible benefits work
Reading Ss read an explanation of the Pricewaterhouse Coopers benefits system, Choices, and explain in what way it is flexible. Ss then read the text again and answer true /false questions. The advantages of flexible benefits
Reading Ss match five short extracts with benefits options.
Listening Ss listen to a PricewaerhouseCoopers manager talk about Choices and answer multiple-choice questions. Words and phrases benefit system福利制度 day care日间托儿所 annual leave年假
company car公司配给的汽车
benefits package一揽子福利,福利套餐(工资之外的福利,如健康保险,住房或股票等) base pay基本工资 benefit premium福利津贴 reward报酬,奖金
core benefits核心福利项目
additional benefits funding附加福利基金 life assurance人寿保险 accident insurance意外险 health insurance健康保险 medical insurance医疗保险 bulk discount批量折扣
payroll员工薪水名册,在职人员工资表 lump sum一次性(付款) staff turnover人员流动率 pension scheme养老金计划 Benefits
Ask Ss to discuss which of the following might the employees mentioned on p119 be interested. How flexible benefits work
Ss read the information about PwC's flexible benefits system to find out how the Base Pay and Benefits Premium are flexible. Base Pay
Benefits Premium Notes to the article:
全文用了第二人称来泛指该公司的员工,这种做法在说明性语篇中很常见.
life assurance人寿保险.英语中的assurance 和insurance都有\"保险\"的意思,按一般习惯,assurance用于\"人寿险\"(但也可以说life insurance)或汽车保险automobile assurance.其余险种多用insurance,如accident insurance意外保险,labor insurance劳动保险,insurance company保险公司,accident death insurance意外死亡保险,medical expense insurance医疗费保险,unemployment insurance失业保险等.
you can use up to 20% of your Base Pay…可以用不超过20%的基本工资来….Up to de 字面意思是\"最多可以用到基本工资的20%\为使原文的语义更为明确并符合汉语的表达习惯,译文可采用相反的视角,译为\"不超过20%的基本工资\".
Key: Employees can use up to 20% of their base pay to buy additional benefits, if they so wish. The Benefit Premium includes a certain part (Core Benefits), which is not flexible; however, the rest can be
used to fund benefits of each employee's choosing, or exchanged for cash.
Ask Ss to read the six statements and decide if the statements are true or false. Ss should refer to both the text and the visual information.
Ss discuss the importance of benefits when considering a job offer. The advantages of flexible benefits
Ss read the document about the benefits of different Choices options and match each paragraph with one of the benefit options listed. Notes:
inclusive maintenance, servicing and insurance insurance. 这里的inclusive 指包括一切的,包括……在内的,
如:The monthly rent is $20 inclusive of everything. 月房租总共20美元,包括一切费用在内. 2) … the lump sum一次性(付款),
如:You can pay for the refrigerator either in a lump sum, or in monthly installments.这台冰箱的钱,你可以一次付清,也可以按月分期付款.
3) …if you or your partner were to suddenly die… 注意be to 用于条件句中,意为\"设想,假设\如: if we are to be there in time, we'll have to hurry up.如果我们想准时到达哪儿,我们最好快一点. Ss read the questions before listening to establish the context and predict what they might hear. Ss then listen to a PwC manager talk about Choices and answer the multiple-choice questions. Ss should be able to list the benefits to both employees and company without listening again. V. Speaking
Advantages for the employees: Flexible choice Tax savings Cost savings
Can change benefits as lifestyle changes Advantages for the company Reduce staff turnover Helps to define its brand
Aids recruitment of talented people
Offers experience in flexible benefits, which is useful for PwC's consultancy service VI. Summary
Employment benefits including words and phrases Advantages of benefits for employees and companies.
Unit 9b Staff appraisal对员工进行评估
Objectives: To enable Ss to talk about appraisals To practise reading for specific information To practise listening for gist Unit overview The role of appraisals
Speaking Ss discuss the purpose of appraisals at their workplace then decide on the three most important reasons for appraisals.
Listening Ss listen to five short pieces about appraisals and match them with the main topic of each extract.
Monitoring performance
Reading Ss read an article about staff appraisals and discuss the problems with some appraisal methods. Writing Ss write an e-mail to managers about staff appraisals I. Speaking
T talks Ss through the list of possible reasons for giving appraisals. Ss decide the three most important and give reasons for their choice p123: to assess training and development needs to help improve current performance to review past performance to assess promotion prospects to set performance objective to review pay II. Listening
T asks Ss to read the list of eight topics. Ss listen to five people talk about certain aspects of their appraisals and match each person with one of the topics. Notes:
get down to do sth.认真地静下心… hand over移交,让与 get nowhere一事无成
it started with the usual stuff以老套的废话开头,stuff为俚语,意为\"废话\" III. Reading
T asks Ss to read the article. Ss discuss whether they have encountered any of the problems described and answer the questions. Notes:
It does seem strange that an idea which was supposed to benefit both individuals and the company should be so universally disliked,… 注意这一句中的时态变化: 过去式was supposed表示原先的想法.另外, should一词表示惊奇,遗憾,意为\"竟然会……\"
如: It is simply a miracle that rice should grow in such a place.
take sb. to count 意为\"对某人起诉,控告某人\介词over 表示\"涉及,关于\如an argument over methods关于方法的争论.
in the interest of意为\"为了 的利益,为了 的缘故\如: They ate breakfast on the train in the interest of time.
contribute to意为\"促成 的因素\如: Exercise contributes to better health.锻炼能促成更强健的体魄. ratings should reflect 这里的rating为可数名词,意为\"评估,估价\如a credit rating债权评估
resort to 诉诸,依靠,采用…手段,如:The government resorted to censorship of the press政府以新闻审查制度为依赖手段.
assume joint responsibility for 这里assume指\"自己承担责任,义务等\如: assume another's debts承担另一个人的债务.
air their grievances这里的air作动词,意为\"公开表示,透露\也可以把 air作名词,如 give air to their grievances 公开表示不满.又如: He 'll air his views on the war whether people want to listen or not. stem from 起源,发生,如 Correct decisions stem from correct judgments 这一词与前句中的 arise from同义, arise from由 而引起,由…而产生,如 Accidents arise from carelessness.
given the problems associated with staff appraisals, 这里的 given作形容词,意为\"假设的,假使的\". 如 Given good weather, our ship will reach Shanghai Monday evening.
IV. Words and phrases:
job description工作性质说明,职位说明 to miss deadlines赶不上最后期限 promotion prospects升职,提升前景 appraisal interview评估面试 be supposed to希望,应该,推测 tackle解决,处理 pinpoint确认,精确地定位 accompany附加,补充 legal guidelines法律准则 nothing more than=only pretext籍口,托词 pay rise加薪 V. Assignment
Write an email about staff appraisal based on the requirement on p 126.
Unit 10 a Marketing disasters营销惨败
Objectives: To enable Ss to talk about marketing To practise reading for gist and specific information To practise listening for gist
To enable Ss to know expressions relevant to asking information Unit overview The Marketing mix
Speaking Ss talk about the four Ps of marketing
Reading Ss read four stories and decide which piece of marketing advice refers to which story Performance that fails
Reading Ss read stories about promotions that failed and think how each story ended
Listening Ss listen to three people talking about the failed promotions and decide which promotion each person is talking about Words and phrases for preparation Marketing营销
marketing mix营销组合
advertising executive广告主管人员
computer hardware retailer计算机硬件零售商 marketing strategy营销策略
promotional gist促销礼品(如作为广告宣传的T-shirt, poster, brochures, stationery, calendars) promotion from hell通过恣意玩闹的方式促销 confectionery 糖果生产厂家 marketing industry营销行业 building company建筑公司 a petrol station chain连锁加油站
top-of-the-range=top-of-the-line(美)最好的,最豪华的,最昂贵的 garden furniture花园桌椅 a barbecue set一套烧考用具
catchy 引人注目的 Speaking
1. Ask Ss if they know anything about \"marketing mix\". Elements of the marketing mix.
McCarthy identified the four P's of the marketing mix (40 years ago!)
Product: Defines the characteristics of your product or service that meets the needs of your customers. Price: Decide on a pricing strategy - do not let it just happen! Even if you decide not to charge for a service (a loss leader), you must realize that this is a conscious decision and forms part of the pricing strategy.
Promotion: This includes all the weapons in the marketing armory - advertising, selling, sales promotions, Public Relations, etc.
Place (or route of distribution): Some of the revolutions in marketing have come about by changing this P. Think of telephone insurance and the internet! A bit of lateral thinking here might reap rewards for your business. 相关背景知识
营销组合,也称市场的\"组合\指公司能够控制的影响营销的四个要素,即 产品:指选择市场定位适当的产品
价格:产品的价格必须与其市场定位,需求以及产品的成熟度相一致.
促销:公司强调其产品内特色,通过广告,公共关系,专门的促销活动等手段来推广产品. 销售渠道:指产品销售的途径.
2. Ask Ss read the advertisements on p131 and tell how the four Ps of marketing apply to the product. Related knowledge 英语广告的语篇结构简介
一则完整的广告一般由文字部分和非文字部分组成.
非文字部分主要包括与视觉效果相关的插图(illustrations),色彩(color),外援decorative border)和版面设计(layout)等要素.
文字部分由标题(heading),正文body copy),口号(slogan)和附文(supplementary Items)等部分组成,但有时各部分可以独立出现.
标题一般简明扼要,别出心裁,意在吸引消费者的注意,激发购买欲望.
正文说明是广告最重要的组成部分.正文用来解说和证实在标题中所作的许诺,阐述商品的优越性及其有别于其他同类商品的某些特点,以激励消费者从速购置.
口号是广告中的主题语,即用十分精练的语句概括出一则广告的主题,起到加深印象和宣传鼓动作用,同时也体现商品和企业的形象.
附文包括商标(trade mark),商品名称(name of commodity),公司或厂家的视觉标记(visual symbols),公司地址,电话和商品价格等. ★ 本练习中广告结构分析
标题:Solaries Holidays, 其中solaries一词别出心裁,起到吸引读者注意的作用.它由 solar+is 合成,结合广告插图,表明推出的假日(Holidays)与阳光,日光浴有关. 正文:广告右侧提供的具体度假地点,供消费者选择.
口号:the freedom to be…,通过省略的方法含蓄地启发消费者的想象力. 附文:由电话号码和网址组成. Words and expressions for speaking
Product: holidays in the sun, take a mild sun-bath, for well-off people, get away from the crowded resorts (the freedom tobe…)阳光假日,晒日光浴,适合经济富裕的顾客,远离拥挤的旅游胜地
Price: upmarket, comparatively expensive高档商品,价格相对昂贵
Promotion: the company uses the internet, brochures or mailshots, etc. to promote the product公司通过因特网,宣传手册,邮寄广告等手段来促销这一产品
Place: use travel agents or deal with customers directly (as the website address and the telephone number is provided here)通过旅行社或直接接待顾客的途径 Reading
1. Ask ss to read the four stories about marketing disasters and decide which story each piece of marketing advice refers to.
2. More explanation on the words or expressions in the article
Golden moment: 这里的golden作\"绝好的,贵重的\"解,如golden hour幸福的时刻, a golden opportunity千载难逢的机会.
Out of the blue: 惯用短语,意为\"突然,出呼意外的\" (something completely unexpected that surprises you very much),宜作\"a bolt from the blue\如:Her visit came out of te blue. 她突然来访.
Clean out这里的 clean out一语双关 :clean out可指\"耗尽资产,钱财\如: He was cleaned out by the huge expenses of moving huse. 他因巨额的搬家支出弄的身无分文.Clean out也可指\"把不受欢迎的人赶走\如 clean out inefficient personnel clean out精简低效率人员.因此,文中的clean out既指公司因营销手段不当而耗尽钱财,又指高层经理为此被解雇,姑译为\"公司赔本,经理解聘\".
Another one bytes the dust. 这一标题十分标新立异,它源于短语Bite the dust被打败,被杀(to be defeated),也含有\"蒙受耻辱\"的语意,如: All hopes that we would succeed bit the dust.我们成功的希望全部落空了. He bit the dust after the principal scolded him in front of the calss. 校长在全班面前骂了他一顿后,他的脸丢尽了.在本文标题中,bite一词被同音词 byte(字节)所代替,而byte是计算机专用术语,以此来暗指电脑公司的状况,既合理又幽默.故译为\"电脑公司,一败涂地\".
Washday blues这里的blues意为\"沮丧,忧郁\如: Hospitality cured my blue, and my journey was kept alive.友好殷勤去除了我的忧郁,旅途中依然生趣盎然. Listening
Ask Ss listen to five people talking about the failed promotions and decide which promotion each speaking is talking about.
Look at the promotions again. Which disaster would have been the easiest/most difficult to avoid Why Summary
The element of marketing mix Reading and listening Words and phrases Grammar task Marketing mix:
The marketing mix is probably the most famous phrase in marketing. The elements are the marketing 'tactics'. Also known as the 'four Ps', the marketing mix elements are price place product and promotion. The marketing mix is probably the most famous phrase in marketing. The elements are the marketing 'tactics'. Also known as the 'four Ps', the marketing mix elements are price place product and promotion. The concept is simple. Think about another common mix - a cake mix. All cakes contain eggs, milk, flour, and sugar. However, you can alter the final cake by altering the amounts of mix elements contained in it. So for a sweet cake add more sugar! It is the same with the marketing mix. The offer you make to you customer can be altered by varying the mix elements. So for a high profile brand increase the focus on promotion and desensitize the weight given to price.
Unit 10 b Going global打入国际市场
Objectives: To enable Ss to talk about entering foreign markets To practise reading for gist and specific information To practise listening for specific information Unit overview
Choosing the right product
Speaking Ss think of three globally successful products and why they are successful.
Ss put the products into a framework for analyzing the suitability of products for globalization. Reading Ss read a case study and check their analysis of the brands Entering the market
Listening Ss listen to a consultant at Kennedy, Mcleish 7 Partners (KMP) talking advising companies on exporting
Words and phrases for preparation
go global(go abroad, do business overseas)进军国际市场,打入国际市场 product line产品种类 portfolio投资组合 pay-off回报,价值
local adaptation产品的本土化 potential profits潜在利润
full-service hotel提供全方位服务的酒店 globetrotting环球旅行,经常到各地旅行的 presence跻身,(在市场上)占有一席之地 retirement community退休社区 target market目标市场 franchise特许经营权,特许制 production facilities生产设备 acquire a company收购一家公司 know-how专门技能,技术,生产经验 economies of scale规模经济,规模效益 optimise使最优化 a learning race学习竞赛 formula模式,公式
create the market presence建立市场地位,开创市场份额
Marriot Corporation (美)万毫集团公司(国际酒店管理公司,总部设于华盛顿) II. Speaking
1. Ask Ss to think of three successful products and the reasons for their success. These can be any successful products: internationally famous or only available locally.
Introduce the topic of the lesson--- globalization: it refers to selling the same product and service all over the world; it does not refer to exporting products to specific markets only. Ss look at the framework for analyzing the suitability of products for globalization: Words and expressions for speaking:
invest in research and develop0ment在研发方面投资 listen to their customers听取顾客意见 understand the market demand了解市场需求
identify the most valuable promotional methods识别最有价值的促销方法
companies should be acquainted with the local values and social customers公司应该熟悉本土市场的价值观念和社会习俗
adapt the products to different local markets使产品适应不同的本土市场 cater for the taste of the local customers迎合本地消费者的口味 Reading
Read the case study on p 136, and then check the answer for the most suitable product for globalization. Tomato ketchup would go in quarter 3 because it would be high on the degree of local adaptation needed ( in some countries it needs to be made sweeter); expected returns would also be fairly high as ketchup would probably have high numbers of sales globally. T should ensure that Ss understand that anything in quarter 1 represents the most attractive candidate for globalization; anything in quarter 4 would be particularly unattractive. III. Listening
Ss listen to a consultant talking about advising companies on exporting and choose one letter for the correct answer.
Different methods of entering a foreign market and examples of companies who use these methods: BMW took over Rover, McDonalds uses a franchise system, Astra has merged with Zeneca, Linguarama is a wholly-owned subsidiary of BPP etc. Summary Discussion
The advantages and disadvantages of the ways mentioned on p 137 of entering a market. Always give the report an overall title.
Use abbreviations for names to reduce the number of words.
The report needs to be clearly divided into sections. Each section requires a suitable heading. Where possible, use standard phrases. Using linking words to connect ideas. Use formal language and not short forms.
Keep introductions, conclusions and recommendations to just one sentence.
Staff Appraisal and Development Scheme
1. Purpose
The purpose of appraisal is to review periodically the work, development needs and career aspirations of members of staff in relation to the requirements of their department and the University!ˉs plans and to take appropriate steps to realizes their potential. It will facilitate communication, clarity of tasks and responsibilities, recognition of
achievements, motivation, training and development to the mutual benefit of employer and employees.
2. Objectives
The staff appraisal and development scheme is designed to:
? recognise individual contributions and within a framework of constructive openness provide an opportunity for members of staff to discuss their job performance against agreed objectives
? assist staff in understanding the goals of their school or unit and to be aware of their part in achieving them
? provide individual members of staff with an opportunity to reflect on their personal performance, to identify strengths and weaknesses and to improve performance to enable them to reach their potential
? help individual members of staff to identify their training and development needs to further develop their careers within the University
? identify changes in the organisation or operation of the University which would enable individuals to improve their performance ? identify and develop potential for promotion
? improve the efficiency with which the University is managed.
The scheme is intended to be compatible with the University!ˉs equal opportunities policy. In particular, equality of opportunity should be a consideration in the allocation of appraisers and in the provision of resources for follow-up action and staff development.
3. Participation
The appraisal scheme will apply uniformly to all members of staff of the University.
4. Frequency
The formal appraisal meeting should take place once a year or biennially if requested by members of staff whose length of service within the University is over four years; this should be agreed with the appraiser in consultation with the Head of School or Human Resources Division October 2006
Department. For members of staff on probation, the appraisal should always be on a yearly basis.
5. Focus
It is intended that the various objectives listed in section 2 may at different times assume different levels of importance for individual members of staff and the units in which they work. The joint appraisal process should be seen as a vehicle for reconciling the interests of management and the interests of the individual member of staff and both aspects should be seen as complementary. The Head of School or Department should set broad parameters of direction and expectation prior to an appraisal round to inform appraisers and appraisees, and so assist in the agreement of individual objectives.
6. Variation
Local adjustments are possible in order to refine the approach that is most appropriate to the needs and requirements of a specific school, unit or group of staff within a unit. To ensure compliance with the spirit and procedure of the common framework and to ensure a degree of consistency of treatment of staff across the University, proposed local variants should be agreed and approved by the Human Resources Division in consultation with the Unions.
7. Appraisal training
The Centre for Staff and Educational Development (CSED) is responsible for co- ordinating appraisal training programmes and for giving guidance and advice on the scheme to appraisers and appraisees. Training is mandatory for all appraisers and appraisal briefings are recommended for all appraisees.
8. The Appraiser
Normally appraisal will be conducted by an immediate supervisor, line manager or by a senior colleague, nominated by the Head of Department, who has a direct relationship with the appraisee!ˉs work. Academic Secor Heads and Professors will normally be appraised by the Dean.
If, with good reason, an appraisee wishes to have an alternative appraiser, she/he will be able to make alternative arrangements with the consent of the Head of School or Department.
9. The Appraisee
The appraisee begins the process by completing a self-appraisal form (Parts One and Two), thereby providing an opportunity to discuss her/his career and personal development plans (see !(R)competing the form!ˉ guidelines).
因篇幅问题不能全部显示，请点此查看更多更全内容