(1) .
There were angry scenes at the Suffolk (2) s annual meeting as the societys (3) rejected by two to one a recommendation from its board that the society be (4) .. Members had traveled from all over the country to attend the meeting in London. The Suffolks chief executive, Mr. Andrew Davies, said This is a sad day for the Suffolk. We need to (5) .. to bring the society forward into the 21st century. Our own resources are not enough and we need capital from outside shareholders.
Gwen Armstrong, who has saved with the Suffolk for 32 years said, Keeping (6) .. status is a great victory. Profits should stay with us, and not go to outside shareholders.
7. Match the sentence beginnings (1-5) to the correct endings (a-e). The sentences all contain expressions from H.
| 1. British companies donate around £500 million a year to charities | a) with loss-making companies! |
| 2. She organized fund-raising | b) in cash and, increasingly, as goods, services and time. |
| 3. Voluntary sector employees earn five to ten per cent | c) parties for the charity. |
| 4. Non-profit organizations are not to be confused | d) when they are helping people in their own social class. |
| 5. Research shows that volunteers give the best service | e) less than they would in the private sector. |
8. Answer the questions about your own country.
Is self-employed common in your country? Does the government encourage it?
Name some mutual companies. What sort of reputation do they have?
Are charities important? Which are the most active in your country?
9. Match the terms denoting different types of business organization with their definitions. Use a monolingual dictionary if necessary.
| Type | Definition |
| Charity | = a firm, usually without commercial activity, created to be parent to other companies. |
| Company (UK), corporation (US) | = a friendly association of people; for example, interested in sports. |
| Enterprise | = a firm owned by a parent company. |
| Government agency | = an organization to relieve poverty, advance religion or education, etc; benefits from some financial concessions. |
| Holding company | = two or more partners working together for profit, without limited liability. |
| Limited company | = an organization operating in several countries. |
| Minority interest | = a company whose shares are publicly available. |
| Multinational | = a new commercial activity. |
| Nationalized company | = a firm where shareholders liability is limited. |
| Offshore company | = an organization which is part of the state administration. |
| Parent company | = a company whose shares are not publicly available. |
| Partnership | = an organization operating to make profit. |
| Private company | = a company which owns another. |
| Public company | = company owned by the state. |
| Society | = company in which another firm has less than a 50% interest. |
| Subsidiary/affiliate | = a firm based in a tax haven to avoid higher taxation. |
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SKILLS: PREPARING AND GIVING PRESENTATIONS
| USEFUL TIPS Presentation is usually a talk that gives information on a particular subject. | What is a presentation? Have you ever given a presentation? In your experience, what makes a good/bad presentation? |
A. Types of presentation
Melanie Kray is an expert in giving presentations. Here, she gives some examples of different presentations:
press conference: two chief executives tell journalists why their companies have merged.
briefing: a senior officer gives information to other officers about a police operation they are about to undertake.
demonstration: the head of research and development tells non-technical colleagues about a new machine.
product launch: a car company announces a new model.
lecture: a university professor communicates information about economics to 300 students.
talk: a member of a stamp-collecting club tells other members about 19th century British stamps.
seminar: a financial adviser gives advice about investments to eight people.
workshop: a yoga expert tells people how to improve their breathing techniques and gets them to practise.
B. Dos and don'ts: preparation
Here are some tips for a stand-up presentation (one person talking to an audience).
1). Find out about the audience: how many people there will be, who they are, why they will be there, and how much they know about the subject.
2). Find out about the venue and the facilities: the room, the seating plan, the equipment, etc.
3). Plan the content and structure, but don't write the complete text of the presentation.
4). Write notes on sheets of paper, not on cards.
5). Try to memorize the first five sentences of your talk.
6). Prepare visual aids: pictures, diagrams, etc.
7). Rehearse your presentation (practise it so that it becomes very familiar) with friends or colleagues.
C. Key phrases: introduction
Melanie is advising Anne-Marie Duval on giving a presentation at a conference.
8). Introduce yourself and your subject.
e.g. My names Anne-Marie Duval and I work for Dream Consultants. My talk is called Consultancy Skills for the 21st Century.
9). Outline what youre going to talk about: describe the different sections of your talk.
e.g. There are three main skills areas I want to talk about
10). Say whether people should ask questions during the talk or at the end.
e.g. If you have questions, Ill be very happy to answer them at the end of the session.
1. Here are reasons for the advice given in B and C. Match each reason (a-j) to a piece of advice (1-10).
a) If you drop the cards on the floor, you're in trouble.
b) It could sound monotonous and boring if you speak from a complete, prepared text.
c) It will help you adjust the content of your talk so that it is suitable, for example not too easy or difficult.
d) It will help you to keep control, and avoid people interrupting if you don't want them to.
e) It will help your audience follow the logic of what you're going to say.
f) It will make you feel more at ease at the beginning, when you may be nervous.
g) It will reassure people that they are in the right place, and provide a focus for the beginning of your talk.
h) They add visual interest, provide you with support and help the audience follow you.
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i) You can ask for changes in the seating plan if necessary.
j) They will be able to tell you if anything is unclear before the presentation.
D. DOS AND DONTS: TIMING 
E. Dos and don'ts: voice
f. Project your voice to the back of the room, but don't shout. Don't ask if people at the back can hear. Check the volume (loudness) of your voice beforehand.
g. Use a microphone if you need one. Don't hold it too close to your mouth.
h. Whether using a microphone or not, speak in a natural tone of voice. Don't speak in a monotone (on the same level all the time). Vary the pitch (level) of your voice.
F. Rapport with the audience
Experts say that you can gain the audience's attention in a presentation by:
telling an anecdote (a story, perhaps a personal one).
mentioning a really surprising fact or statistic.
stating a problem.
asking a question.
NB! Of course, it is important to respect the cultural expectations of your audience.
G. Key phrases: main part
Anne-Marie continues her presentation:
' OK. To begin, let's look at the first type of skills that consultants need: technical skills. Of course, related to technical skills is a good general knowledge of management subjects... But I'm digressing: let's get back to the technical skills themselves... That's all I have time for on technical skills.
Let's move on to the second area: interpersonal skills. As you can see on this transparency, there are two key areas in relation to interpersonal skills... I think that covers everything on interpersonal skills.
Time is moving on, so let's turn to the third area: people management issues.'
2. Melanie recently went to a presentation where the speaker did not follow her advice. Match each of Melanie's thoughts (1-7) to the points (a-h) in D and E.
Why is he yelling like that? The room's not that big!
He's already said that three times.
I know there are people who want to ask questions, and there won't be time.
He's really droning on: there's no life in his voice and everyone's asleep.
The sound of his breath in the microphone is really annoying
I don't see what this has got to do with what he's trying to say.
Get on with it! If people turn up late, that's their problem.
3. Look at G and correct the mistakes in these sentences.
1). OK. For begin, let we look for the most basic product in our range.
2). Of course, related with product specifications of our basic model is the issue of product performance.
3). But I'm a digression: let's get back on the product specifications themselves.
4). That's all I'm having time for on product specifications. Let's moving on to ourmid-range model.
5). As you can be seeing on this transparency, there are two key features I want to talk about in relative to our mid-range model.
6). I think that covers up everything on our mid-range model.
7). Time is moved on, so let's turn up to our top-of- the-range product.
H. Dos and don'ts: body language
Melanie gives these tips on body language:
Make eye contact: look at each person in the audience for about a second, before moving on to the next person. Don't concentrate on just one or two people.
Don't speak to the equipment or the screen: face the audience at all times.
Smiling is fine at appropriate moments, but not too much.
Use gesture (hand movements) to emphasize key points.
Stay more or less in one place: don't move around too much.
Avoid mannerisms (ways of moving and speaking which you do repeatedly without realizing).
I. VISUAL AIDS
J. Key phrases: closing and dealing with questions
Anne-Marie is bringing her presentation to a close:
'Let me sum up. Firstly, we looked at technical skills, secondly, at management skills and last, but by no means least, at interpersonal skills. In my view, the secret for success in the future is going to be interpersonal skills. That brings me to the end of my presentation. Are there any questions? '
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Here are some phrases which can be useful when answering questions:
a) That's a fair point. I know that some consultants don't have a very good image. But I think That Dream Consultants have helped companies reduce costs and increase profits enormously.
b) That's confidential. I'm afraid I'm not at liberty to tell you.
c) That's not really my field. But I can put you in touch with someone in my organization who is working on Internet applications.
d) The questioner would like to know what sort of background the people we recruit usually have. Is that right?
e) Well, I think that goes beyond the scope of today's presentation. Today I wanted to concentrate on consultants' skills, not go into particular case studies in consultancy.
f) I'm afraid we've run out of time. But if you'd like to come and discuss that with me now, I'll try and give you an answer.
If a member of the audience didn't hear a question, they might say:
' Sorry, I didn't catch the question - could you repeat what the questioner said?'
Anne-Marie ends the presentation by saying:
'I think that's a good place to stop. Thank you for listening.'
4. Which words from H and I could the underlined words refer to? In some cases there is more than one possible answer.
1). But don't overdo it. It can seem insincere (not real).
2). Again, don't overdo it. Look round at everybody in the room.
3). Don't let these dominate the presentation. People have come to see you, not the equipment.
4). Do not use continuous text on these.
5). Do not use one in a large room because people at the back won't be able to see it.
6). Don't look at it or the screen behind you: face the audience at all times.
7). Have a backup plan if it fails to work.
8). Keep them under control. Remember, for example, that pointing with your finger is rude in some cultures.
9). Make sure there will be enough of them for everyone and make sure that they reach everyone in the room as some people tend to keep them without handing them on.
10). Some of them, for example putting your hands in your pockets or running your fingers through your hair, really upset some people.
5. Match these questions from the audience (1-6) to the answers (a-f) that Anne-Marie gives in J.
1). Sorry, I didn't catch the end of the question - could you repeat what the questioner said?
2). In what ways do you think the Internet is going to change the way management consultants work in the future?
3). Some companies refuse to use management consultants. What do you say to people who say that consultants are a waste of time and money?
4). What's the average salary for your consultants?
5). I don't know if you have time to answer this, but can you tell me how I can apply to work for Dream?
6). You say that Dream have enormously increased profits for some companies. Can you give one or two examples of this?
LISTENING
A. Carole Imbert, a financial analyst with CPR Finance in Paris, is giving a presentation at a student conference on Professions in Finance.
Number the things in the list below in the order that you think she will do them.
q talks about the tools of her trade
q thanks the audience
q refers to a visual aid
q talks about her experience of presenting
q talks about how important presentation skills are
q describes the plan of her talk
q explains what her job involves
Listen to the presentation and check your answers.
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B. Roger Marris, Head of Business Development at Smarterwork a London-based Internet company is giving a presentation to some potential customers. In these two extracts he describes the company and the services it offers.
Listen to the first extract and answer these questions.
What services does Smarterwork offer?
What do these figures refer to? a) 14 b) 60,000 c) 90
Who are its two types of users?
C. Listen to the second extract and complete the stages in the process.
The client posts a project.
Suppliers visit the site and make bids.
..
..
The client transfers the fee to a holding account.
..
The task gets completed and the client signs off the work.
..
Smarterwork takes a commission.
Note down the language Roger uses to introduce the stages in the process.
For example, Firstly
D. Which of the following does Roger do at the start of the presentation?
| a) introduces himself | c) tells a story |
| b) greets the audience | d) asks a question |
Complete what Rogers says at the start of his presentation.
This morning, talk to you about Smarterwork. Im going to an overview of Smarterwork, then . you about our two types of users and finally how it all works. Feel free to ask any questions you like as we go along.
E. Match these expressions from the presentation to headings in the Useful Tips.
| USEFUL TIPS Commenting I think thats interesting because Emphasizing Id like to highlight Changing subject OK, Ill now move on Involving the audience OK, what is Smarterwork? Referring to visual aids Lets look at the chart. | 1. Can you just raise your hands?
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READING
A. Explain in English what a partnership is. What is implied in the term (un)limited liability?
B. Read the text underlining the essential.
Partnership
Business may be operated as a partnership. A partnership is an association of two or more persons to carry on a business for profit. The people usually agree either in writing or verbally to become partners. But people who run a business together and share the profits are usually considered partners, even if they do not intend to be. When the owners of a partnership have unlimited liability, they are called general partners. If they have unlimited liability, they are called limited partners. There may be a silent partner as well a person who is known to the public as a member of the firm but without an authority in management. The reverse of the silent partner is the secret partner a person who takes part in management but who is not known to the public.
Any business may be operated as a partnership. There are partnerships in professional fields such as medicine, law, accounting, insurance and stock-brokerage. Limited partnerships are a common form of ownership in real estate, oil prospecting, and the mining and quarrying industries, to name a few.
Partnerships are more advantageous than sole proprietorships if one needs multiply sources of capital or diversified management. Like sole proprietorships, they are easy to form, and often receive favored treatment by the government as well as tax benefits. One more advantage is that the partners should not invest the same amount of capital, but they may combine their resources. You can invest less capital than your partner, for example, or even no money at all. But you as a partner can contribute important services or skills, sometimes just a name or a reputation.
All partners have equal rights and obligations in running the business, unless they have agreed on another arrangement. Any disagreement that arises among them is decided by the majority vote. All partners share the profits of the business, but they do not necessary share equity. The size of each share is agreed upon when the partnership is set up. It depends on how much money or property each contributes to get the business started, and on the kind and amount of work each partner is to do. All partners are liable for any debts acquired by the business. These debts are normally paid out of funds or property belonging to the business. If they cannot be paid in this way, any other property of a partner can be taken by the people to whom the debt is owed. A person can lose much money by belonging to a partnership that fails. This is the main disadvantage in case the partners have unlimited liability. Another disadvantage is that the partners may disagree with each other. Complications can also arise with the death of a partner. For example, a share of business could come into the hands of a less desirable associate.
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No new partner may be taken into the partnership without the consent of all members. A new agreement must then be made, stating what the new partner must contribute and what will be his share of the profits. A person who wishes to leave the business can agree with the other partners on a price for buying him out. When a partner dies, people named to handle his estate have the same rights.
C. Answer the questions.
- What is an important difference between a general partnership and a limited one?
- What is the difference between silent and secret partners?
- Name the advantages and disadvantages of this form of business ownership.
- What are some fields in which partnerships are found?
- In what way do the partners share the profits of the business?
D. Select a word to fit each blank space in the sentences.
| management | benefits | silent | partner |
| capital | associate | diversity | complications |
1. A is known to the public as a member of the firm, but has no authority.
2. A secret partner takes part in ..
3. You should form a partnership in case you need multiply sources of . or .. management.
4. Partnerships often receive tax .. from the government.
5. .. may start with the death of one of the partners. His share of business can come into the hands of a less desirable ..
DESCRIBING A COMPANY
A. Read this extract from Nestlé Management Report 1999 and note how the information is organised:
Nestlé, whose head office is in Vevey on the shores of Lake Geneva, is the world's largest food company. Although it is Switzerland's biggest industrial enterprise, only 2% of sales are generated in Switzerland. We are a truly global company employing 230,929 people on every continent. Consequently, our management and staff reflect a truly international outlook. Nestlé now produces the world's favourite brands in 509 factories worldwide. In over 130 years of growth and diversification, we have never lost sight of our core business: improving the quality of people's lives through high-quality, nutritious, and convenient prepared foods and beverages. Today, Nestlé brands are present on almost every supermarket shelf, and some products - like NESCAFE, NESTLE, NESTEA, BUITONI, MAGGI and FRISKIES - are sold in more than 100 countries.
| Geography: | multinational, head office in Switzerland |
| Employees: | 230,929 people on five continents |
| Activity: | the world's largest food company, producing global brands |
| Production facilities: | 509 factories worldwide |
| Financial information: | market capitalisation 112,032 million Swiss francs |
B. Other useful phrases include:
| Geography: | We are based in / located in / situated in... |
| Employees: | We employ (n) people / there are (n) people on the payroll |
| Activity: | Our firm specialises in / produces / manufactures / supplies... |
| Type: | a joint venture a subsidiary a holding company |
| Position: | is the leading company in its field ranks number one in the market for... is a major player / operates in many different markets is a group ranking among the world's top 20__ recently established well-established with a long tradition of success |
| Financial information: | achieving annual turnover of $(n) accounts for (n)% of sales generates profits of (n) |
GRAMMAR
1. The Product Manager of a software company is giving a presentation. Select the most appropriate verb from the box below and put it into the correct present tense form.
be not hesitate look for cover include not expect
divide increase specialize employ intend use
help know work have let
Good morning, ladies and gentlemen. My name Gilles Latour. I in the marketing department as a product manager. In this short presentation I to cover three main points. Firstly, the company's major activities; secondly, our present product range; and finally our future plans. If you any questions, please to ask.
As you , we in customised software. Our clients major corporations on both sides of the Atlantic. We typically our activities into control systems and multimedia applications. At present the market for the latter substantially. And for the former, we to see an increase in the near future. We some 250 people at our site in Newtown. And currently we engineers for a new project for a Central European client. In addition to the permanent workforce, the company regularly consultants at the customers' sites. They us in areas such as installation and testing. OK, that the first point. Now us move on to the products in more detail.
2. Complete the following introduction to a presentation by putting the verbs in brackets into the orrect tense. You can choose from the present simple, present continuous, present perfect simple or present perfect continuous.
Good morning, ladies and gentlemen. My name is Martin Winkler and I (work) in the R&D department here at Brymore. I (work) on this current project for two years now. The project team (consist) of myself and five engineers. Steven Brookes (be) with us since the start of the project and he (develop) the prototype which you'll see later. At present we (test) the capacity of the prototype and we (expect) to have some results later this month.
Now on to the presentation itself. I (divide) it into three parts which I (write) up here on this transparency. The first part (cover) the project brief. The second part (deal) with the team, who (bring) special knowledge and skills to the project. And the third part (look) at the project stages. As you'll see, other companies and institutes (help) us and we are very grateful for their assistance.
CASE STUDY
Background
You are at a trade fair.
Trade fairs are opportunities for individuals and companies to make contacts with potential customers and other professionals in the industry. While many companies hope to sign up orders for goods, most are happy to improve consumer awareness of the company and to promote the corporate image.
Task
Work in pairs.
5. Read your role card.
6. Prepare to introduce your company to someone who visits your stand.
7. Use the profile in your role card as a source of key facts about your company.
8. Write a plan of your presentation bearing in mind the key rules of presenting information.
9. Give your presentation to your partner.
Student A:
You are Roberto/a, Zoff Deputy Vice-President Marketing.
Your company address: CONTA (Florida) Limited Roosevelt Building 120-124 24th Street Tampa FL33660-0047 Tel (1)813 54679900
| Name: | CONTA Inc. |
| Sector: | Property development |
| Markets: | Japan, South Korea, Singapore, Malaysia, Taiwan, |
| Philippines, USA. | |
| 199-Sales: | $93.3m |
| Hotel/leisure: | $20.25m(21.7%) |
| Management services: | $7.5m (8.0%) |
| Engineering: | $15.05m (16.1%) |
| Property trading: | $1.45m (1.6%) |
| Property investment: | $49.05m (52.6%) |
Be prepared to add other information about:
the location of head office (Osaka),
the number of overseas subsidiaries (eight)
the number of direct employees (890).
Then ask the other person about his/her company.
While listening to his/her presentation interrupt to ask for clarification or additional information whenever you like. Ask about:
company name, turnover, markets, sales growth
name/location of American subsidiary
number of employees in USA
sales of USA subsidiary
if the company was recently involved in a major takeover.
YOUR PARTNER WILL START.
Student B:
You are THEO/A MARTIN, Sales & marketing Department
Your company address: Edile International (Singapore) Limited 48 Tannery Row, Cencon Building,Singapore 1336 Tel 747 7676 Fax 747 7688
Name: Edile S.p.A.
Sector: Property development
Markets: Italy, Europe, South East Asia, United States, Argentina.
199-Sales: $373m.
Include any of the following additional information:
Head office: Milan, Italy
Subsidiaries:
Edile International in France, Germany, UK, Argentina, Singapore, United States of America (Chicago and New York) and (planned for next year) Brazil and Japan.
Worldwide employees:
more than 4,000.
Current major project: new Space Research Centre in Houston, Texas.
You visit the stand of a company called Conta Inc. You talk to someone there about Conta. While listening to the presentation interrupt to ask for clarification or additional information whenever you like. Ask in particular about:
where the company is based
overseas subsidiaries
number of employees
Then talk about your own company, Edile S.p.A.
YOU START.
10. Write a follow-up letter asking for further cooperation.
