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Rachel, who is from the UK, is on a business trip to Russia. Alexandra is a Russian business contact. Listen to their conversation. Then answer these questions.

  1. What does Alexandra invite Rachel to?

  2. Does Rachel accept?




  1. Complete this extract from the conversation in Exercise II.

Rachel Well, it’s very ____ ____ ____(1), Alexandra, but I

think I’d like to relax at the hotel tonight, ____ ____(2)

don’t ____(3). I’m a bit tired, quite honestly.

Alexandra Are you sure? You’d really enjoy it.

Rachel It’s very kind of you, but perhaps ____ ____(4).
IV. Marta is being entertained by Sven, who works for the company she is visiting on a business trip to Sweden. Listen to their conversation. Below are the answers to three questions. What were the questions?

    1. Well, Marta, people like to be in the open air.

    2. I usually watch television.

    3. Well, generally I spend time with my children.


V. Listen to another conversation between Sven and Marta. What did Sven do to entertain Marta?
VI. Listen again. In which order do you hear these sentences?

  1. I’m glad you enjoyed the tour. 

  2. We’ll be in touch soon. 

  3. I hope you have a good journey back. 

  4. Thanks for showing me round the city. 

  5. Thanks very much for your hospitality. 

  6. I really enjoyed the meal tonight. 


VII.Role-play these situations.

  1. You are having dinner with a business contact who tries to persuade

you to try a type of food you hate. Refuse politely.

  1. You meet a business contact in a foreign country. Find out the

information below. Also, tell them about yourself using a. to d. as a

guard.

      1. how they spend their weekends

      2. where they go for their holidays

      3. what they do in the evenings

      4. what kinds of hobbies and sports they like


Useful language


Making excuses

It’s very kind of you, but …

I’d like to relax if you don’t mind.

It’s very kind of you, but another time perhaps.

Showing interest

Really?

You don’t say so!

Interesting!


Making conversation

What do you like to do in your spare time?

Where are you going for your holiday this year?

I really enjoyed the meal.

Can you tell me about any interesting places to visit?

What/How about you?


Saying goodbye/Thanking your host

Thanks very much for your hospitality.

Thanks for showing me round the city.

I’ll be in touch soon.



CASE STUDY
Visitors from China
Background

Toyworld is a profitable toy retailer based in Seattle, US, with subsidiaries in over 30 countries. Toyworld buys its products from suppliers all over the world.

Mr Lee Chung, head of toy manufacturing firm based in a Guandong, China, is going to visit the Toyworld subsidiary in Russia. Mr Chung will be accompanied by his Export Manager, John Wong. The purpose of the visit is to get to know Toyworld’s management better and learn more about the company. He may set up a joint venture with Toyworld if he has confidence in them and considers them to be a suitable partner. This is Mr Chung and Mr Wong’s first visit to your company and your country.
Task

You are members of the planning committee for Mr Chung’s visit. Read the document. Then, plan a draft programme in small groups. After that, compare your ideas with the rest of the class and produce the final programme.

To... Manager, Public Relations

From... Chief Executive

Subject: Mr Lee Chung’s visit Date: 2 June
Mr Lee Chung and Mr John Wong will arrive at 9.10 a.m. on Monday 20 June and leave on Thursday 23 June.
When you prepare the draft programme, please schedule a meeting (morning or afternoon) during which we can discuss our business plans with Mr Chung and Mr Wong. Also, make sure that our visitors have opportunities to meet our staff and gain a complete understanding of our business.
The visitors will expect to have some basic information about Toyworld and to be offered activities which give them an understanding of the company. Please also arrange some social and cultural activities during their stay.
Above all, we do not want to make any cultural mistakes during the visit. We want Mr Chung and Mr Wong to leave with an excellent impression of our company and the way we treat foreign visitors.
To help you plan the visit, please could you attend the talk by Catherine Eng (an expert on Chinese culture).
Key questions for the planning committee

  1. Where will the visitors stay?

  2. Who will meet them? What transport will be used?

  3. What arrangements should be made for meals?

  4. When will the business meeting take place?

  5. What topics would be suitable for discussion at meals?

  6. How will the visitors be entertained? Trips? Special events?

  7. What gifts would be suitable? When and where should they be given?

  8. Should there be local press and television coverage?

  9. Is it necessary to provide an interpreter?

  10. Any other ideas to develop a good relationship?


Listening

Listen to the talk given by Catherine Eng. Make notes on her key points.
Writing

As Marketing Director at Toyworld, send an e-mail to Mr Chung with details of the programme for his visit. The tone of the e-mail should be friendly and show that you and your colleagues are looking forward to meeting him soon. Use the Writing File.

WRITING FILE
I. Letters

Salutation

When you know the name of the recipient:

Dear Mr/Mrs/Ms/ Miss von Trotta

Note: in AmE Mr., Mrs. and Ms. include a full stop.
When you don’t know the name of the recipient:

Dear Sir or Madam (BrE)

Dear Sir or Madam: (AmE)
Main Point

It is a good idea to put the main point at the beginning of the letter.

Use the pronoun we when writing about your company. This is more formal than I.
Endings (BrE)

When you know the name of the recipient:

Yours sincerely
When you don’t know the name of the recipient:

Yours faithfully
Endings (AmE)

Yours truly,

Sincerely,
Sign the letter with both first and second names. Then print your name and position under the signature.
Common abbreviations

Re: regarding

pp (on behalf of) when you sign the letter for another person

Enc(s). documents which are enclosed with the letter

cc: copies (The names of the people who receive a copy are included in the

letter.)

European Business Associates

Mr Heinrich von Trotta 26 Rue de Glion

Schneemans AG 1820 Montreux

Hapsburger Platz 1 Vaud Canton

80333 Munich
3 May 2____
Dear Mr von Trotta

Re: Invitation to speak at next conference
On behalf of European Business Associates we would like to invite you to be a keynote speaker at our “Responsible Technologies for the Global Economy’ conference planned for 19-21 October next year.

European Business Associates is Europe’s leading business-oriented media production company. We broadcast business programmes for television and radio throughout the European Union, including Business Tod@y every morning from 07.00 on CNM.

We would be very pleased if you would present for us at the conference. As Europe’s leading manufacturer of environmentally friendly high-tech equipment, we believe you could help many other companies move in the same direction.

We hope this invitation is of interest and look forward to hearing from you.
Yours sincerely
Ms Brigitte Sea

Events Manager
Encs. Conference brochures

  1. Jean Thornett-Smith

Senior Director
II. Memos

Memos are used only inside the company. They should include the following headings: To/From/Date/Subject. They should be short. Points should be arranged in logical order. Memo style is formal or neutral. You can end with your initials or signature.
MEMO
To: Charles Stancombe

CFO

From: Maria Castellano

Human Resources

Date: 15 July 20—

Subject: Appointment:

Commercial Manager, France
I have interviewed three candidates for this position and recommend the appointment of Tim Skooba. My reasons are as follows:

  1. He has the required qualifications.

  2. He has a lot of experience with the product s we sell in the French market.

  3. He speaks French fluently.

  4. His removal expenses will be minimal as he has no family at present.

If you approve our recommendation, I will prepare the contract for signature. Please let me know your decision as soon as possible.

M.C.

cc: Thierry Baptiste

CEO
III. E-mails

Be careful to type in all e-mail addresses accurately.

Bcc meand blind copy (a copy will be sent to this person but other people will not know this).

E-mails are often used for brief communications.

The style of an e-mail can be similar to a standard business letter. The ending can be less formal Best wishes or Best regards or the more formal Yours sincerely, depending on how well the writer knows the recipient.
To... tom.hunt@promoworld.com

From... Harry King

Cc... mary.fowler@audiovision.com

Bcc... claudia.stahnke@audiovision.com

Subject: Friday’s meeting
Tom
Just to confirm that we will be able to attend the meeting next Friday. I’ll be with our Sales Director, Mary Fowler.
Harry
To... John Waters (John.Waters@sitco.com.

From... Peter Lewis

Subject: Extension of trading agreement
Dear Mr Waters
It was very good to see you again at our meeting in Paris on 16 July. I hope you had a safe journey home afterwards.
We agreed that your company will continue to represent us and to promote the full range of our services throughout Europe, the Middle East and North Africa for three years with effect from 1 August. During this period we expect to see an increase of at least 15 percent in the value of business we do in this region.
Full details of the payments we will make and the expenses we will cover are included in the attached agreement. Can you please check this and, if all is in order, sign and return one copy of the agreement to me.
We look forward to continuing to develop our business in the region in association with yourselves.
Best wishes
Peter Lewis

Managing Director

Mesnik Professional Services

397 City Lane

London EC2 3RW

CONTENTS
UNIT 1. CAREER OPPORTUNITIES………………………………………………………. 4
UNIT 2. COMPANIES ………………………………………………………………………. 22
UNIT 3. SALES AND MARKETING ………………………………………………………..37
UNIT 4. MANAGING PEOPLE ……………………………………………………….51
UNIT 5. CONFLICT ……………………………………………………………..65
UNIT 6. PLANNING/NEWBUSINESS ……………………………………………………...78
UNIT 7. PRODUCTS ………………………………………………………………………… 95
UNIT 8. CULTURAL AWARENESS IN DOING BUSINESS ………………………… …104
WRITING FILE……………………………………………………………………………… 118



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