Учебно-методическое пособие для студентов минск 2010 ббк утверждено на заседании

Speaking

1. Work in groups. Discuss the ethical questions below. A different person should lead the discussion of each issue.

a) You have a shortlist of people for the post of Sales Manager. One of the female candidates is clearly the best qualified person for the job. However, you know that some of your best customers would prefer a man. If you appoint a woman you will probably lose some sales. What should you do?

c) A colleague in a company which tests medical equipment has been making bad mistakes recently at work. This is because she has serious illness. You are her friend and the only person at work who knows this. She has asked you to keep it a secret. What should you do?

d) You are directors of a potato snack manufacturing company. Research has shown that any price increase causes an immediate dip in sales (although sales recover within six months). It has been suggested that you could maximise your profits by simply reducing the weight of the product in the packets and maintaining the current price. What should you do?

2. Do you agree with the statement? Give your reasons.

‘If we face a recession we should not lay off employees. The company should scarify a profit. It’s management risk and management’s responsibility. Employees are not guilty; why should they suffer?’

Akio Morita (1921–1999), co-founder of Sony

3. Work in small groups. Discuss these questions.

1. There is a proverb, ‘When in Rome, do as the Romans do.’ What does the proverb mean? Do you agree with this advice?

2. Would you continue to do business with someone if you disapproved of their private life? Explain why or why not.

3. Give examples of behaviour which would cause you to stop doing business with someone.

Writing

1. Read the sales leaflet in which Paperback Ltd introduces its services.

2. Underline the phrases in the text which do the following.

1. 
   create interest
   
2. 
   describe potential benefits to customers
   
3. 
   provide evidence of the company’s reputation, level of service and customer satisfaction
   
4. 
   encourage customers to take action.
   

WHY THROW AWAY PAPER? HOW ABOUT GIVING IT TO US? We are a company with over 20 years’ experience of recycling paper. We will collect all the waste paper from your premises, recycle it and save you the cost of disposing of it yourself. We provide a flexible service designed to meet the needs of environmentally-friendly companies. See our list of satisfied customers and testimonies to our outstanding service (available upon request). We can help you by: saving you time and money showing that you care about the environment enhancing your image with your customers offering you a tailor-made service, with collections at your convenience. Many people buy only from companies which protect the environment. By using our services, you will show that you TRULY CARE about the environment. Why not try our one-month trial period, under no obligation? You’ll get your money back if you are not fully satisfied. Discounts of up to 20% are available for long-term contracts. For a friendly, low-cost ‘green’ service, call us now on 01942248620 or write to: Paperback Ltd. 45 Dagenham Road Oxford OX6 3DR We will arrange for one of our representatives to visit you and discuss our service in detail.

3. Write a sales leaflet persuading new customers to sign a contract in the following situation. Use some of the expressions in the Useful language box. Mention any introductory offers, discounts and other incentives which you think will appeal to potential customers.

You are Advertising Manager for Clean Sweep, an industrial cleaning company which uses green products to clean offices. All its vehicles and equipment are powered by electricity. Its products are environmentally friendly and it uses the latest technology in dust control and efficient cleaning methods. It has a policy of employing people who have been out of work for a long time.

Useful Language

Attracting the reader’s attention Use an eye-catching heading. Ask questions, for example, ‘Why throw away paper?’ Make a statement which appeals to the target user. ‘If you are looking for a way of saving money…’ Give an amazing fact or statistic. ‘Did you know that only 5% of companies benefit from these great savings?’ Describing benefits You will save time and money by…	Providing evidence of reputation/service/customer satisfaction We have over 20 years’ experience in this field. Testimonials from our customers are available upon request.
	Encouraging action For further information, please contact us on the number given below. Please telephone, fax or post the coupon right away. Phone us FREE quoting the reference number on this leaflet.
A key feature of our product/service is… You will benefit from substantial discounts of up to 15%. The product is designed to…	Offering incentives Save up to 5% if you reply before the end of this month. Accept a free gift when you place your first order.

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