English for Sales and Purchasing

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OX,FORD UNIVERSITY

PRESS

Great Clarendon Street, Oxford ox2 6Dp Oxford University Pressis a departrnent ofthe University ofOxford. It firrthers the University's objective ofexcellence in research,scholarship, and education by publishing worldwide in Oxford NewYork Auckland CapeTown Dares Salaam HongKong Karachi Kuala Lumpur Madrid Melbourne Mexico City Nairobi New Delhi Shanghai Taipei Toronto With offices in Argentina Austria Brazil Chile CzechRepublic Frarce Greece Guatemala Hungary Italy Japan Poland Portugal Singapore SouthKorea Switzerland Thailand Turkey ulcaine Vietnam oxFoRD and oxronp ENGr,rsHare registered trade marks of Oxford University Pressin the UK and in cenain other countries @Oxford University Presszoog Adapted from EflglishJor Salesand Purchosingby Lothar Gutjahr and SeanMahoney @CornelsenVerlag GmbH & Co. OHG,Berlin zooT The moral rights ofthe autior have been asserted Database right Oxford University Press (maker) First published zoogr 2073

2rJ12

2Oa1 2O1O 2OO9

109876 s 4 3 2 No unauthorized photocopying All righa resen'ed- No pan of this publication maybe reproduced, stored in a retriellal svstem, or transmitted, in any form or by any means, r'ithout the prior permission in writing of Oxford University Press,or as expressll' permitted by law, or under terms a$eed with the appropriate reprographics rights organization. Enquiries concerning reproducrion outside the scopeofthe above should be sent to the ELI Rights Deparrnent, Oxford University Press,at the addressabove You must not cirorlate this book in any other binding or cover and you must impose this sarne condition on any acquirer Any websites refened to in this publication are in the public domain and their addressesare provided by Oxford University Pressfor hformation only. Oxford University Pressdisclaims any responsibility for f}Ie content rsBN:978o 194579315 Printed in China

ACKNOWLEDGEMENTS

Theyrublisherwouldlike to thankthefonowingfor theirkind permissionta reproducephotograpw and other cop1,t'ight ffiateriol: /Jamy pp 13 (trade fair/dbimages),46 (woman on phone/RobWilkinson), 57 (woman speaker/AndrewPaterson);Getty Images p5 (businessmanfionyGarcia); iStockphoto.com pp 5 (businesswoman/pkline),8 (rnan and woman at computer/pkline), 12 (woman, top 1eft/texxter), (man, top right;woman, middle left; woman, boftom right/Yuri_Arcurs), (man, bottom left/ digitalskillet), 14 (desk meetinglisegagne), 16 (bar meetingfihomas_ EyeDebign),21 (businesswoman/Yuri_Arcurs), 22 (man at computer: woman on phonelYuri_Arcurs), 23 (wine cellar/gehringj), 24 (man on phone/archives), (woman on phone/acilo), 26 (woman on phone/ 1O01nights),28 (wineglasses/sarasang), 32 (businessneeting/ monkeybusinessimages),33 (cars/Andy445),34 (car interior/PKM1), 36 (caf6interior/1001nights), 37 (businessmeeting/X.apidEye), 38 (handshake/jhorrocks),41(hammer/Flamster3d),42 (man on phone/ inkastudio), 44 (clothesrail,YT),49 (woman, top leftijhorrocks), (man, top right/shorrocks), (man, bottom 1eft/Renphoto),(woman, bottom right/masta4650),55 (\,eomanat computerrotek), 57 (coffeesack/ migin), (half fuIl cup/sumos),(full cup/nallevalle),(coffeebeans/eAlisa), (two people drinking coffee/nyul); webstockpro pu (pilot and flight attendant/CD Bank). Art'vvmk @: Stephen May. C6ter itnagesca)rtesyof Punchstock (rnain imageil.ob Melrrychuk/ Photodisc), (top left/Bernhard Lang/?hotographerls Choice), OUP (bottom left/Photodisc).

ls

Gontents lffi:,l.ii,=::!r-i;i

'

Jobtittes andtasks A salesmeeting A requisition

Tatking aboutyourjob Talking aboutgoals,objectives, and targets Telephoning [anguage

At a trade fair Relationship building Follow-upemails

Beingpotite Estabtishing contactat a tradefair Smatt-tatk strategies Emailconventions andphrases

A salespitch TheAIDAapproachto sales A requestfor proposal An offer letter

Offers, tenders, andbids Tatking abouta product (orbidding)process Thetendering Activetistening

Tips for successfulnegotiations A companyvisit Negotiatingstyles Win-winnegotiations

Discussing termsandconditions (cond itionalsentences) Agreeing anddisagreeing Startingandendinga negotiation

Telephone orders An onlineorder A changeto an order Numbersandfigures Contracttermsand phrases

Exchanging information Handling orders Referring to numbersin an order

Deatingwith problemsoverthe telephoneand in writing An onlinecomplaintform

Comptaining effectivety Comptaint management withCASH Letters of complaint andapology

lil3i.*10,,,,,""

t3

eontacts -"r I

22 ""'* I ttesotiations

32 |

42 "'*" I 50

"*t-el

Gale

I 't:"",.,.,,, "''t,,,::,:,,,,.. ;ffiffit?1ilitFffi€_*1ii1i|:-1;!i*:::;r,|.r=1y,rr. s8 6o

lest yourselfl Partner files

54

Answerkey

69

flanscripts

76

A-Z word list Usefut phrases and vocabulary

7A

4l

About this book with is for peoplewho needto communicate effectively Englishfor Salesand Purchasing pursuedifferentobjectives Althoughsalesandpurchasing internationatclients andcolleagues. bothrotesrequirefluentbusinessEnglishto achievetheirgoals.Buyersandsales withina business, peoplemanageinternationaI exhibitions, attendinternationa[ clients,dealwithforeignsuppliers, Englishfor Salesand andenquiries. drawup proposals, anddealwith all mannerof complaints presents techniques that will enableyou allthe essential expressions andconversation Purchasing successfutlv in allthesesituations. to communicate presentrealisticsituationsfor salesand Thesix unitsof Engtishfor Salesand Purchasing purchasing. andsales withinthe purchasing Thefirstunit providesan overviewof the coreactivities a newclient Thefollowingunitseachfocuson specificthemes,includingapproaching environment. and of proposals, the preparation anddevelopment the conception or selectingpotentialsupptiers, anddealingwith or makingcomplaints. tyingup ordersanddeliveries, realization of negotiations, readingtexts, the topic.Thisis followedby dialogues, Everyunit beginswith a Starterto introduce designed to aid the learningof important as wel[as a varietyof exercises andauthenticdocuments to the Partner and phrasesin contextual situations.ln eachunityouwitl be referred vocabulary whichenablelearners to practisethe vocabulary Filesin the backof the book.Thesearerole-plays whichconsistof with Output activities, in realistic situations. The units end language of the unit and readingtextsto extendthe unittopicor offerfurtherusefultips,andtheyalsoprovideopportunities at with a fun crossword Whenyou havefinishedallthe units,youcanTestyourselfl for discussion. the backofthe book. At the backof Englishfor Satesand Purchasingthereis an Answerkey so that you cancheckyour Thereis alsoan A-Z word list and a Usefulphraseslist that you canreferto answersindependently. Youwil[alsofind phrasesin this sectionthat whenpreparing to speakto customers andcolleagues. you canuseto makesmalltalk on a varietyof topics. TheMultiROMcontainsall the Listeningextractsfromthe book.Thesecanbe ptayedthroughthe CD-player. In orderto giveyourselfextra or througha conventional audioplayeron yourcomputer, your your practice, it caror download to MP3-player and listenwhenyou are listening listento it in that coverthe essential out and abqut.TheInteractiveexercises[et you reviewby doingexercises particularly your valuableif youareusingthe book fromthe bookon computer; thiswittbe language for self-study.

ls

Jobs and responsibilities

look at the following tasks. Whichdo you do in your job? Whichdo you do in Engtish? Compareyour answerswith a partner's. often

sometimes

never

Engtish

makephonecalts writeemails fifl in forms do Internet searches go on business trips takepartin meetings takeclientsout for meals givepresentations do marketresearch go to tradefairs handlecustomer complaints

Whlchof the tasksabovearetypicalfor peopleworkingln sales?Whicharetypicalfor people Dlscuss with a partner. workingin purchasing? AUDIO

tr\ ll:l 2 -t

bothworkfor Interflights,an air carrlerlocatednearSeoul. CarolSayersandKimDong-Sun Ustento themdescribetheiriobs.lfllhoworksln salesandwhoworksin purchasing?

Jobsand responsibilities

6 I UNIT1

Listenagain and decidewho does the fotlowing as part of his/her job.

:-

-*iffi*-ifi-i i.r',"t _..-*-| *--"---"r*-_

r callsandvisitsclients

,l

Lt

I

i

:

-_

._ - ._ _ ._ _ .._ t

z writesemaits

3 collectsa$gryrygy: ____l__

_ ]

products 4 presents

I

r

f----i------i

-u"i:-q

I tr1'rur9'"':1t:!_ ,hfr-^fc

i

i

r____

offers 7 makes

I _* _ _:

i

I

i-_...,_=*__*+__-_____

]

iI

I

:

1

,i i ,ti

g goesto tradefairs 10 dealswith tenders

til

+--,*_-,--r"..-'_--.---^-

2

:

-_ _

1!

handles complaints

72

writesreports

tl .

1t

--_. - ---*-,,.-)

tlatch the two partsto makephrasesusedby CarolandDong-Sun. a b c d e f

to negotiate to handle market to fitlin delivery to drawup

date tenders orderforms contracts complaints research

ilow matchthe phrasesa-f to the definltionsr-6. r

goodsor services. Towritedownthe informationneededto purchase

z Cotlecting information aboutwhatcustomers buy,andwhy. 3 Towritea formalrequestto suppliersaskingthemto presenttheirproposalsor offers. aboutdetailslike price,quantity,discounts,etc. 4 Totry to reachan agreement 5 Thegoodshaveto be deliveredby this time.

salesrepresentative

n

il

,'--, ii i _- l T---"1 il

ii

llatch the job adsfroma Brltlshnewspaperon the next pageto the fobtlttes below. 1----t

-l

i_--l

i** I

6 Totakecareof customers'problems.

manager r----l keyaccount

i c ti

i_l supply chainmanager L] purchaser senior

UNlT1

The ideal candidatewill be responsible products for the ordering and salesofthe new of as well as the identification will be business opportunities' He/She able to be will required to be flexible and offer excellentcustomerservice'

Ihis willbea keyposition withinthe production andcommercial operations. to theProduction Director, themain Reporting responsibility ofthisposition isto manage, from contsolandrecordtheflowof products sitBs, ourownandthirdpartyproduction

4

Jobsandresponsibilities | 7

This is a senior salesrole with a strong focus on improvingkey and strategicaccounts.As a senior member of the team,you will be responsiblefor managingspecificglobal,multinationaland national retailersas well as identifyingand exploitingnew businessopportunities.

The ke)r skills recJuirement,$ ur(! a,sfollou,s: recordin n.goriuriorr,*a *ing, .: )pr"l*T Knotrledge of materials -, usedin lhe manufa"tuie

of fumiture . Ability to create and develop supplier relationships o Skills in sourcing products and services . {bi [i ry ro w ork w i rhi n a proj eer team enyi ronment

below. tlatch the followingiob titles with the descriptions 1 keyaccount manager (orbuyer) 2 seniorpurchaser 3 salesrepresentative 4 supptychainmanager 5 strategicbuyer 6 regionalsalesmanager officer 7 sourcing(orprocurement) 8 customerservicemanager

makessurethatclients'needs aremetand helpscustomers whenthingsgo wrong is responsible for specificsalesaccounts and directclientcontact is responsible for strategicplanning (i.e.makingsurea company haseverything necessary for production, machines including andnewproduction sites) or negotiates with suppliersaboutlong-term framecontracts is in chargeof makingandmaintaining contact with clientswithina specificgeographical area for is responsible for largeclients,especially clientsof strategicinterestto the company g is in chargeof a teamof purchasers o h is in chargeof logisticsandof makingsure suppliers meetdemands

Whatis youriob title? Howwouldyoudescribewhatyoudoin English?

positionin the hierarchy, their are usuallydetermined by the person's Jobtitlesin mostcountries payment,and whetherthey are legallyallowed.torepresent for theircompanyand sign contracts, The Thisis not atwaysthe casein the U.S.,the U.K.and otherEngtish-speaking countries. example. job titlesthereoftengiveyou no clearindicationof the person's responsibilities becauseeach companyhas a differentstructureand operatesunderdifferentrules.Thusa vice president(V.P.) mayhavea verydifferentjob description froma V.P.in anothercompany. in one organization

.lobsandresponsibilities

I I UNITl

5

Youaretaking part in a seminarwlth peoptefromothercompanies.Uselanguagefromthe box to preparea short presentationon your company,the deparlmentyouwork in and,especiatly, youriob andresponsibitities. Thengivethe presentation to a partneror the group.

i Descdblngthe company/department i I wort in the sales/purchasing department of a smalUmedium-sized/ largecompanycalled... produce/setl/... Wedevelop/make/ iw. Ourdeoartment is dividedinto... ]ou Weneedto liaise/work closelywith ... iw( Wealsoare moreactivelyinvolvedin ... My team/groupmakessurethat... lMl

l,

iw,

Describing responsibilities My teamis responsible for... I am in chargeof ... My mainresponsibility is... A lot of our/myworkinvolves ... Wehaveto/needto ... I spenda lot of time... Myjob atsoincludes...

i

Global sourcing(HQ)

Controtling/ Finance

fF.ti"".t I purchasing

I

i

R e g i o n ak le ya cco u n ts Regional kevaccounts R e g i o n ak le ya cco u n ts -

Sp a r ep a r ts

I l- nircrattmaintenance I

e q u ip m e n t I Air cr a ft I Offcesuppty |_

Keyaccounts

Keyaccounts

Keyaccounts

Keyaccounts

Keyaccounts

Keyaccounts

Keyaccounts

Keyaccounts

Keyaccounts

Keyaccounts

Keyaccounts

Keyaccounts

L

AUDIO

@ 4

6

A fetlowmemberof the salesdepartment at Interfllghtslc fllflng CarolSayeroIn on a meetlng shemissed.Llstenanddecldewhlchtoplcsfromthe agendetheydlseuss. Agenda SalesMeeting5 June,3.00 - 5.00 Room 2.343 Participants:Park Chin-Sun,DanielBerndt,James Falter,Bob Jameson

program- timeline 1.1 Introduction to 'Sales!'clientmanagement and organization 1.2 Trainingrequirements 2.1 Newsalestargets(updatefrom Chin-Sun) 2.2 NewAsianfacilities 2.3 European figuresfor the lastyear 2.4 Newoffersin SouthAmerica 3.1 Nextyear'sholidayplanning

UNIT1

lobsandresponsibilities | 9

Listenagainto the diatogue.Complete thesesentences. r

...firstof all,Chin-Sun hasrevised our by ten percentovera[[.

z Shewantsto 3 Therearealsosome

for the variousregions.

meanswe wi[[be 4 lt certainly

our newtargets,if it allworksout.

present my ideasfor S DidChin-Sun

there?

6 Wewitlalsoneeda

specifically for the region.

7 l'll

that,althoughI'mafraidit might

8 | couldatsocontact the

m"q$F,-

In my area.

ll:riqllig-rlyrs

*-*. - ,'iii,

i : i " : '- - ': ; - J - ; i : : j . . . . : J : a . '*. i . " - e ; ; '| ''; ! +: : ; i . i . ] i i : ] . . : . : : : : : :;* - * ,'* '- - - _ _ .- - .- l i .:;i

-.i

Thewordsgoa!,objective,and targethavesimilarmeanings.Goalstendto be long-termi andare oftenusedto referto companyplirns,for example.Thewordobjectivesis often usedin moreformalsituations to referto specificthingspeoplewantto achieve (objectives for example). of a meeting, In bothsalesandpurchasing, however, or i whenever moneyor figuresareinvolved, the mostfrequently usedwordis target, Herearesomeexpressions with fargef: to set a torget to be on target to reacho target

7

to be obove/belowtarget to exceeda target to revisea taroet

Gomplete the sentenceswlth the correctformof the expressionsfromthe box. r

Management shouldbe satisfied. We

z Unfortunately, lastyearwe numberof oursalesteam. 3 Theboardof directors year.

targetthisyear.

right well

already

4 Afterthe stockmarketcrashlastyear,we hadto

target,so we hadto cut the

our newsalestargetsfor next

ourtargets.

5 Thisyearhasgoneverywetlforus andthewayit looksnow,we should targetsby at leastfifteenpercent. 6 Wehada coupleof bigorders,whichenabledusto Hopefulty, it willcontinue thirdquarter. likethis.

7we that,I'msure.

easily

thetargetbytheendofthe

our profitability targets.HQwittbe happyto hear

10 | UNIT1

8

,lobsandresponsibilities

Lookat theseexpressionswith the wordsdles. promotion

targets

meeting

tax

force i I

I

, figures

a:

Match the erpressionsabovewith the definitions below. r Theamountof goodssotdby a company. z Thecomplete teamof peopleworkingin sales. for everyitemsold. 3 An amountwhichmustbe paidto the government The leveI of sales that a sales team wants to reach. 4 wherethe membersof a salesteamgettogetherto discussresultsand makeplans. 5 An occasion 6 Theamountwhichhasbeensoldof a product. the salesof a product. 7 A set of activitiesdesignedto increase 8 A manor womanworkingin the salesdepartment. AUDIO

a 5

9

Kim Dong-Sunfrom Interflights is making a telephonecall to his colleaguefohn, one of the flight crewcoordinators.Listenand completethe two gaps in the reguisitionform.

Description of goods/services:

Clickhereto enterdetails Dategoods/services required: I July 2

Person makingtherequest: Date: Clickhereto enterquotes

20 March

UNITl

Jobsandresponsibilities | lJ-

Hstenagalnandtick p the correctstatements. Arethe klndsof suggestions llong-Sunmakes typicalof purchasersat your company?Why,or why not? r

in gettingcompanycreditcardsfor the flightcrew. Johnis interested

z Theflightcrewoftenneedto getcashwhenawayon business. hasrequested. 3 Thereareno supplierson the marketfor the creditcardsDong-Sun suggestssomesolutionsthat Johnhad notthoughtof. 4 Dong-Sun of the variousoffersandcomparethem. 5 Johnwill makean assessment 6 Johnis unhappybecause Dong-Sun is takingtoo muchtimeto finda solution.

10

Complete the tablewlth verbsandnounsfromthe unit so far. i VERB

'T-' i. NOUN

I

i to agree

1 to specify i_

j to suppty AUDIO

@ 6

tI

aboutthe credltcardissuediscussed in exercise9. fohnls Informinghis department Completethls excerptwith the correctformof wordsfromthe table above.Thenlisten to checkyouranswers. youallonthesituation SoI wanted to update withthevarious for offerspurchasing hasreceived creditcardsfor the international flightcrew.Dong-Sun's teamis currently offers.The atl

these

' is verytoughat the moment,whichis of coursegoodfor us-Not 3wereableto meetour

offersstraightaway.Theywitt haveto

4,so theywereableto excludesome s the restverycarefu[yand perhapsput in

6 for moreinformation. Butthe peoplein our purchasing department arevery thorough,and I'msurethat theywilt findthe best

- for

us-

M

-rr

-1

.:3s a ndre sp on s ibilit ies

LAI{GUAGE TEIEPHOl{E

Sayingwho you are Thisis AdamBedserfromXYZLtd. It'sDavidJonesfrompurchasing. Hi Sarah.lt'sFrankhere.

t2

Gettingthroughto the right person Coutd/Can I speakto JohnMurphy,please? : I'dtiketo speakto somebody in yoursales/ i purchasing ptease. department, l l s Mi chel te thereat the moment?

Workwith a partner.Usethe informationin the PartnerFiles to practisea telephone dialoguebetweensomeone in purchasing (PartnerA) and someonein sales (Partner B). Lookat the phrasesabovebeforestarting.

PartnerA Filer, p. 6o PartnerB Filer, p.6z

Readthesecomments that peoplein salesandpurchasing departments havegivenabout workingtogether.Whichdoyouagreewith? VeronicaLu,Headof Sales Whenwe had to streamlineour processeslastyeor we salespeoplehad a terrible time with our purchasers.lt alwaystakesthem too long to do their'shapping', ond thereforeit takesour companytoo long to produceour goods. lt reatlyis a disaster! Marcel Le Maigre,AccountManage Cooperationbetweenbuyersand salespeople within one company?Neverheardof it. Whatever

....

*o|t!'!"'""d!:::!1,1" "i'| i,!!":,.::,:111 ,,,.,,t

EmmaWild, Sales Representative Buyersbuy.And salesrepssell. Sa buyersand sellersore'natural enemies';they are on oppositesides,haveopposinginterestsond quite a differentmentality.Of course they deol with eachother in sepat'atecompanies,but in the samecompany?No.How could theypossiblycooperote? .s MariaSantos,SeniorPurchaser Salesand purchasingare otl partof producingand deliveing goodsor servicesto o customer.tf the two departmentsdon't cooperatewell in the process,the companywill lose money.lt's as simpleas that.

EdwardMcCoy, ManagingDirector !n ourcompony, are thepeoptein the salesandpurchosing departments They expertsin variousmarketsandtheyall try to stayon topof developments. negotiateaboutquatity,deliverytimeand,mostimportantly, ln aboutpriceS. ourcompany, welearnfromeachAtherthrough regularmeetings. lt works.

ta

. Describe thecooperation between thesalesandpurchasing departments in yourcompany. . Howoftendo youliaisewithpeoplein otherdepartments? Whichdepartments do youdealwith? . Whatcouldbe the benefitsof closecooperation betweenpurchasing, andother sales,production, departments in a company?

lr s

New contacts

Thesentencesbelowwere overheardat a trade fair. Work with a partner to decidewhether the speakerswork in purchasingor sales.Write P or 5 (or both) in the box. a Couldyou tell us aboutthe paymentoptions? :.....] b Wouldyou ptease,give me somebackground aboutyourcompahy? c You'[[findaltourbrochures on the tableoverthere. d Howmuchdoesthis costif we order5oo? e Arethereanyotherquestions we needto talkabout? 't tt'

f,,, Woutdyou need,ny ;laitiooat featuresl g Doesyoursub-contractor alsohavea standhere? , . .. . : .

a presentation of ourproducts foryou?' :, , h Whenfoutdwearrange ,

..'..

.

.

1;:..

doyouprovide? ,i Whatguarantees i

Letmegiveyoumycard.

Nowdiscussthese questionswith your partner. r Whatis yourexperience of tradefairs? z Doyouthinktradefairsaregoodfor business? Why,or why not? possibitities What other are for there establishing newcontacts or findingnewproducts? 3 DonaldAdams,a sales rep at Aircraft fftaintenanceInc. in Liverpool,has iust finished a presentation of his company's products at Ifte ltointenance, Repairond Overhoul @RO) Servicesand Productstrade fair in Brussels. Listen to this conversationwith a potential customer,Brigitte Dupontof Air South, Brussets,and say whether the following sentences are true p or false f,. r

Donaldhasmet Brigittebefore.

products. z Brigitte thinksthat Donald's hassomeinteresting company 3 Donaldwill catlBrigitteafterthe fairis over.

l,4

liewcon tacts

-\-2 UE ,:

: Listen again to the conversation.Completethe sentencesfor how:

a2 7

r

Brigitteintroduces herself.

. BrigitteDupont. z Brigittesaysthat the presentation wasimportantfor her. Well,I foundit very . ...yours wasdefinitely job. Donaldasksabout Brigitte's CanI ask Brigittesayswhatherjob is. l'm DonaldasksBrigitteaboutherinterestin hiscompany. Do you think that our MROservices Donaldasksaboutsettingup a meeting. Well,if you have time next week, card. 7 Donaldasksfor Brigitte'sbusiness yourcard? 8 DonaldoffersBrigittea catalogue. ln the meontime,

Generally, the lessdirectyousaysomething in English, the morepoliteit sounds.Usingthe structures and belowwiltmakeyou appearfriendlier, language especialty to nativespeakers of English. Askingindirectquestions Whatcompanyoreyou with?+ ConI osk which companyyou are with? Giveme your card.+ Couldyou give me your card? Youhovean office here,right?) Doesn'tyour companyhovean officehereT

Using would/could Look at our new catalogue.+ Wouldyou like to look at our new catalogue? I will cometo your officenext week.+ I could cometo your office next week. Are you interestedin meetingafter the fair? -> Wouldyou be interestedin meetingafter the foir?

3

Make the following sentencesmorepolite. r What'syourname? z Whatbusiness areyouin? 3 | wantto meetyou nextweek. 4 WaituntilI get my diary. 5 Givemeyourcontactinformation. 5 Youworkat HTElectronics, right? you Do want meet later discussthe details? to to 7 your nameon our mailingtist. 8 Put

uxrr2 nms tatch the sentenceson the left with the responseson the right

4

Couldwe meetnextweek?Say,Wednesday? 2 I'llsendyouthosedetails. Whendo you needthem exactly? Wouldyou mindgivingmeyourbusiness card? 4 Couldwe meetafterthe fairto discussthis in moredetail? l'll prepareour offerandemailit to you by next Friday. l'll talkto the headof my department and ringyou tomorrow. 7

'B

Greetings andintrod:uctions Goodmorning/afternoon. Hello.Mynameis ... Please callme... myselP May/Can I introduce Nice/Pleased to meetyou(too).

a b

c d e f

No,not at all. Hereit is. Yes,goodidea.Whencouldyou @meb my office? Yes,of course.That'sfine. Howabout rr-m? OK,but l'm only in the officein the moming Canyou callbeforenoon? I reallyneedthem by Tuesdayif possiHe. That'sgreat.I look forwardto gettingiL

Movingonto business Howdidyoulikethepresentation? Whatdoyouthinkof ...? Haveyoufoundanything of interest? Whatlineof business areyouin? Letmegiveyou/Here's my(business) card.

Arrangingto follow-up Wouldit berpossibh to setup/arrange/fix a meeting? CouldI caltyouinthe"next fiv,days/come to seeyou? you I couldsend someinformation. Perhaps Woutdyoubeinterested in meeting afterthefairis over? Couldyousendmeyourpricelists? youa callnextweek. l'll sendyouanemail/give

5

Workwlth a partnerto practisemeetlngsomeoneat a tradefalr for the ftrst time. Firstlook at the phrasesabw€,then follow the flow chartor makea dialogueto flt your ownsituation.

P=purchaser " S€il

l15

16

-rt

-2

\e", contacts

et6

Two businessmenare having lunch in a prib at the annual trade fair if RO Servicesond Products in Brussels.listen to this excerptfrom their conversationand tick p ttre topics they talk about.

Brussels

beer

theweather

politics

sports

i nterculturaldifferences

work

music

theiraccommodation

,

Listenagain and tick the sentencesyou hear. 1 a b 2 a b a 3 b a 4 b 5 a b 6 a b

lt remindsmeverymuchof England. lt makesmethinkof England. placeto havea fair. lt'scertainlyan interesting I thinkit'sa niceplaceto havea fair,don'tyou? Doyou tikefootbatl? Areyou interested in footbatt? I seetradefairsas a placeto getto knowpeople... Forme,tradefairsaremoreaboutgetting to knowpeople... Maylask if youalreadyhavesome information aboutmy company? Letmetellyoua bit aboutmy company. Now,let me buyyou anotherbeer. Now,tell me,what'syourfavouriteBetgianbeer?

SMALL TAIK

In manypartsof the wortd,smalltalkis an partof business. essential lt is seenas an important'tool'togetto knowyourbusiness partnerandto establishrapport,whichcanbe the keyto a goodbusiness relationship. Herearesome waysto starta conversation: ls this your first time hereI in Belgium? Whatdo you think of Brusselslthefair? Are you interestedin footballlfilmslwinter sports? Theweatherherehasjust been fantasticI horrible.

goingby askinga Youcankeepthe conversation follow-upquestionof yourown.Also,insteadof just answering questions withyesor no, giving detailedanswerscanoftenleadto otherquestions andcomments. Are you interestedin anyparticularsport? -Yes, I'm reallyinto snowboarding. Howabout you? Haveyou beento Liverpool? - Yes,I've been theremanytimes.I reallylike the atmosphere,and the people arefriendly.

youcanusea sentence Whenyou arereadyto moveon to business, startingwithso or right to signaIthe changeof subject. So, you are looking for suppliers? Right,shall weget down to business?

UNIT2 Newcontacts| 17

7

Put the words in the right order to makesmall-talk questions,and then matchthem to the responses(a-f). r What think fair trade so you far the do of ? 2 you Have to been Wimbledon ever? : 3 stay Are to whole you the planning week? - , 4 Chicago the at weather in the is moment How? ,-.-l l 5 Do in countries fairs are different you think other? 6 Brusselsyou took to a chance Have had around? a b c d e f

not.I haveto leaveon Wednesday. Unfortunately Yes,l'vebeentwicenow.| lovethe atmosphere there,andI'ma bigtennisfan. Notmuchbetterthanhereactually. Maybea littlecolder,so I'mhappyto be away. I'mreallyenjoyingit. But l'mafraidl'llonlybe ableto seehalfthe standsbeforeI leavetomorrow! Notyet,unfortunately. I'mhopingto havesometimeafterthe fairis over. Well,I thinkmaybethe standsin England area littlemoreentertaining.

Howcan the speakerskeepthe conversationgoing? tlatch these follow-up questionswith the exchangesabove. A B C D E F

I

Andwhat'sthe weatherlikein Madridnow? l Whataboutyou?Howlongareyou staying? Haveyou everbeento a tradefairin England? ._:. 0h, you'releavingso soon.Whereareyouoff to? i--: Whataboutyou?Areyou interested in anyparticular sport? ; YouknowBrussels wel[.Canyou recommend somethingsfor meto see? j'-l

going. Lookatthesesmall-tatkquestions andthinkofresponsestokeeptheconversation lsn't London great for going to the theatre? ;" t

Do you like this style of architecture? I

Do you visit trade fairs oll over Europe? *t"a_ -{'

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4 Haveyou everbeenskiing in America? ?'

Discussthese questionsabout smatl talk with a partner. phrases? Doyou knowanyothersmall-talk Whichonesdo youfind mostusefulto get goingin a business context? conversations questions do you usuallyaskon the telephone? z Whatsmall-talk Howaretheydifferentfromthe onesyou askface-to-face? 3 Haveyou beenin a situationwhereyou hadto makesmalltalkwith a nativespeakerof Engtish? Whatwaseasyor difficult?Shareyourexperiences withthe group. r

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Lookat the checklistbelowto helpyou pieparefor a conversationat the www.buslness.org tradefair.Workwith a partner.Usethe informationin yourPartnerFileto dothe role-play.

o u r Pa rlner' ingluAing 7 Aemembe r to greely namet' *L exchanqlnq olifr"' '. W" ,^oll+oli'to'o'- "p , , in{ormation ,----^-r-coulAatklor 3 F\ove ontobusinets'You

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