Anglais

ENGLISH PART I
FORMATION ANGLAIS Part I
SUMMARY
I- MEETING PEOPLE.................................................................................................. 5
II- TELEPHONING .......................................................................................................10
 ENGLISH/FRENCH
 FRENCH/ENGLISH
I COMPANIES ........................................................................................................................................................
IVREPORTING…………………………………………………………………………………………..38
V SOCIALIZING ................................................................................................................................ 45
I MEETINGS ............................................................................................................................................... 48
II MAKING ARRANGEMENTS ................................................................................................................ 51
III DESCRIBING TRENDS .......................................................................................................................... 58
IV BUSINESS TRAVEL ................................................................................................................................ 64
V- READING TEXTS .................................................................................................................................... 69
BUSINESS GLOSSARY
List of usual irregular verbs
1
I MEETING PEOPLE
Objective to meet foreign, contacts and get to know them
Tasks: - to introduce yourself to other people

- to describe jobs and responsibilities
- to ask questions about foreign companies
- to read and write a personal profile
1) Do you know the other people in the class? Introduce yourself to everyone.
Good morning. My name is….. and I work for / in
2) Distinguish between a formal and informal situation
3) Works in groups. Practise making introductions, introduce:
a. Two people in a formal situation
b. Two people in an informal situation
c. Yourself at a company reception desk
d. Yourself to a new colleague
e. Yourself to a foreign visitor you are meeting at an airport
- Use the following expressions:

May I introduce you to…? This is…
How do you do? How do you do?
Do you know …? This is…

Hello/Hi Nice to meet you
Good morning . My name is…… I have an appointment to see ….

I don’t think we’ve met . I’m…
2
LANGUAGE WORK
Getting information:
1- Four people are visiting your institute today. look at their business cards and ask and answer
questions about them.
What’s his/her name?
What nationality is he/she?
Who does he/she work for?
Where does he/she work?
What’s his/her position in the company?
SKANESBANKEN
BRIGITE SVENSSON MARGARITA RIDAL ROMEO
DEPUTY MANAGING DIRECTOR Public Relations Officer
NYBROKAJEN 7
S615146 STOKHOLM Paseo de la CASTELLANA 201 MADRID
TEL : 08 663 50 40 Tel : 14312687 FAX : 14351314
FAX : 08 665 40 55
BSCS DEUXMONT FRANCE

Business Systems Consultancy Services JEAN-CLAUDE AUREILLE
DALE CROSBY Technical Director
Vice President
1049 Derwent SANTA BARBARRA 132 rue Véron, 94140 Alfortville, France
CALIFORNIA Tél: 33143766281
Tel: 8059639171 Fax: 8059628593 Fax : 33143762924
1- Here are some answers, but what are the questions:

- How do you do?
- José Perez.
- J.O.S.E
- I’m Spanish
- No, I’m single
- IBM
- They produce and sell computers
- The financial department
- I’m an auditor
- English, Spanish and Italian.
3
Describing Jobs:
1- Study the words in bold type in these sentences.
I’m a financial controller ( a/an +job)
An engineer
I work for ATT ( for+ employer)
I’m in marketing ( in+ type of work)
The chemicals
Chemicals
Complete this conversation. Use a,an,for, and in
A what do you do for living?
B I’m………….computers
A really? Who do you work………….?
B Olivetti. I’m ………….product manager. What about you?
A I work ………Balfour Beatty .
B so you’re ……the construction business?
A yes I’m ……..engineer
2- complete these sentences about yourself.
- I’m a/an…………
- I study in……..
- I’d like to work for…….
* Countries and nationalities:
1- Toshiba is a Japanese ( nationality) company. The headquarters are in Japan ( country)
What about these companies:
1- Honda 6- L’Oréal
2- IBM 7- Roll-Royce
3- Olivetti 8- Nestlé
4- Ericsson 9- Siemens
5- Norsk Hydro 10-Philips
4
2- complete the chart:

Country Nationality
Japan
The USA
Italian
Sweden
Norwegian
France
British
Switzerland
Germany
The Netherlands
Speaking:
Work in twos or threes. You are participants at an international conference .Toss a coin to move.
 heads : move one square
 Tails: move two squares
Follow the instructions on each square and start a conversation. The first person
to finish is the winner.
5
You see an old Name three countries Ask another person where Introduce two Ask another
friend. Greet which begin with the letter they come from people to one person about
him/her “B” another their family
Ask another Name two
person about countries where
their company THE CONFERENCE GAME you bow when
you meet
someone
Name four Ask another
countries you person about
want to visit in their hobbies
holiday and interests
Ask another Exchange
person at the business cards
conference with another
what their job participant
is
Introduce Say “thank
yourself to you” in three
another person different
at the languages
conference
You arrive at It’s time to go Ask another

the conference START home. Say person about
hotel. Go to the FINISH goodbye to your the department
reception desk new friend or division they
and register work in.
Speaking:
Interview a partner about learning objectives:
1. Why do we want to learn English?
2. Who do they want to communicate with in English?
3. what do they want to practice most: reading, writing, listening , or speaking?
4. How many hours a week can they spend studying English?
5. what equipment and materials do they have to help them learning?
6. what equipment and materials do they want to buy?
6
II TELEPHONING
Objective To make contact and exchange information over the phone

Tasks - To spell and note down key words and numbers in a telephone
message
- To make, agree to, and refuse requests
- To respond to new situations and say what action you will take
- To write business letters confirming telephone calls.
Starting calls:
Study these phrases for starting calls.
IDENTIFYING WHO IS SPEAKING SAYING WHO YOU WANT TO SPEAK TO
This is Paul Henig. Could I speak to ………..?
Paul Henig speaking. Can I
Is that Julia Gardini? I’d like to speak to…..
Extension 596, please.
Supply the missing words in these conversations.
1 Ms Brunet Sales Department, good morning.
Mr Keller …………………Helena Steiner, please?
Ms Brunet Hold on. I’ll get her.
2 Mrs Steiner Hello, Sales.

Mr Keller ……………..Helena Steiner, please.
Mrs Steiner ……………..
3 Switchboard Curtis Holdings.
Mr Keller …………..293, please
Miss Delmont Accounts Department.
Mr Keller ………Jean Delmont?
Miss Delmont yes, …… How can I help you, Mr Keller?
10
Transferring information
1. Notice these different ways of saying telephone and fax numbers.
91430 nine one four three zero ( American English)
nine one four three oh ( British English)
6687 six six eight seven ( American English)
double six eight seven ( British English)
Exchange your personal end home numbers with a partner.
2. Work with a partner. Take it in turns to dictate telephone numbers and write them down.
29508-47766-966015-01525372245-03916600721
PRONUNCIATION NOTE
In phone and fax numbers, English speakers normally group the
numbers in threes, not in tows as in common elsewhere in Europe.
914306- nine one four, three oh six not nine one, four three, oh six.
3. When you transfer information by phone, try not to leave long silences or pauses. These
phrases will help you.
Starting Ready? Go ahead
Continuing Have you got that? Got that.
Finishing Anything else? That’s all.
Checking Could you read that back to me? Could I read that back to you?
Work with a partner. Take it in turns to give each other messages and write them down.
One person dictates and the other write down.
Fax exhibition dates

to vera in são Paulo
Phone Paul Carter , 0055 11 223-3181
Tomorrow morning
(03) 408-441932
Send 200 pieces, ref no.

306/AJ
To the Siena factory
11
Requests
1. we use these phrases to ask other people to do things.
Can you…? Could you…? Would you….?
You’re on the phone. What do you say in these situations?

a. you can’t hear the other person;
b. you want them to repeat something;
c. they are speaking to fast.
d. you want them to spell a word.
e. You want them to transfer to the Finance department.
2. We can reply to request like this.
A B
Could you... ? Yes. Certainly.

Yes . Of course
Thank you
Thanks Not at all
You’re welcome
It’a a pleasure
12
A B
Can you.... ?
I’m afraid...
I’m sorry but...
Ok it doesn’t matter.
Never mind. It’s not
important
Practise these expressions with a colleague. Ask them to:

a. spell their surname for you.
b. Tell you the time
c. Tell you’re their computer password
d. Give you a lift home tonight.
e. Lend you their dictionary
f. Lend you some money.
VOCABULARY NOTE:
Put lend or borrow in these questions.
Could I …………….some money?
Could you……………….some money?
Notice we lend to someone and we borrow from someone. So when we lend, we
give; and when we borrow, we take.
3. we use these phrases to ask if it’s ok to do things.

Asking Saying yes saying no
Can I ………….? Yes, please do. I’m afraid………
Could you…..? of course I’m sorry but…
* yeah, go ahead
** Help yourself.
* informal ** inviting someone to take something
13
Practice with a colleague. You are in their office and you want to:
- use their phone
- smoke
- look at their copy of the production plan
- copy a file on their computer
- borrow their copy of the Economist
- borrow their car
4. who makes these request: a customer ( C) or supplier ( S)?

- can I place an order?
- May I have your name and company name?
- Could you tell me the delivery address?
- Can you deliver next Monday?
- Could I have an address for the invoice?
- Could you tell me how much it will cost?
- May I have a discount?
- Would you confirm this order in writing?
Work with a partner. Make up a conversation between a customer and a supplier. Use as many
request as you can.
5. work in pairs. One person sell computers. The other is a foreign customer who phones.
Answer his inquiries about your computer the NC-200. he will ask about.
 your prices
 delivery times
 the guarantee
 discounts
 your terms of payment
Invent your answers. You can agree to or refuse his request.
Speaking:
Sit back to back with a partner and act out this telephone calls.
Call :
Your company’s new price list are still at the printers. You expect them to arrive today. A customer
calls with a request. Write down the details.
14
Telephone: language
NB: This section is very suitable for offshoring dies:

Introduction
A lot of people find it difficult to make phone calls in a foreign language – and that's understandable.
You can't see the person you are talking to, their voice might be unclear, and you might find it difficult
to find the right words.
Multi-word verbs
One thing you can do to improve your telephone skills is to learn some of the multi-word verbs that
are commonly used in telephone conversations. Most of them are featured in this module. Hold on
means 'wait' – and hang on means 'wait' too. Be careful not to confuse hang on with hang up! Hang
up means 'finish the call by breaking the connection' – in other words: 'put the phone down.'
Another phrasal verb with the same meaning as hang up is ring off. The opposite of hang up / ring
off is ring up – if you ring somebody up, you make a phone call. And if you pick up the phone, (or
pick the phone up) you answer a call when the phone rings.
"Hang on a second..."
If you are talking to a receptionist, secretary or switchboard operator, they may ask you to hang on
while they put you through – put through means to connect your call to another telephone. With this
verb, the object (you, me, him, her etc.) goes in the middle of the verb: put you through.
But if you can't get through to (contact on the phone) the person you want to talk to, you might be
able to leave a message asking them to call you back. Call back means to return a phone call – and if
you use an object (you, me, him, her etc.), it goes in the middle of the verb: call you back.
Level of formality
Another thing to think about when talking on the telephone is formality. It's important to use the right
level of formality – if you are too formal, people might find it difficult to feel comfortable when they
talk to you. On the other hand, if you are too informal, people might think you are rude!
Generally speaking, if you are talking to someone in a business context, you should use could, can,
may or would when you make a request: 'Could I speak to Jason Roberts, please?' 'Can I take a
message?' 'Would next Wednesday be okay?'. You should also use please and thank you or thanks
very much whenever you ask for, or receive, help or information.
It's important to show politeness by using words like would, could, please, thank you etc. But it's
also okay to use some of the features of informal/spoken English - short forms, phrasal verbs and
words like okay and bye - in other words - everyday English! So phrases like I'm off to a
conference..., no problem, bye! and hang on a moment and I'll put you through are perfectly
acceptable, as long as the overall tone of the conversation is polite.
One last tip - it's better to ask for help or clarification when you're having a telephone conversation,
than to pretend you understand something that you didn't. It's perfectly acceptable to use phrases like
'Could you repeat that, please?' 'Could you speak a little more slowly, please?' and 'would you
mind spelling that for me please?' Using phrases like these will help make sure that you have a
successful phone call, and may save you from lots of problems later on. You could always say that the
line's very bad today if you can't hear very well. And it's also a good idea to practise words, phrases
and vocabulary before you make the call!
15
Telephone: connecting
Introduction
This section features phrases you might hear when you telephone a company hoping to talk to
someone.
Think
Imagine you are calling a company and want to speak to someone who works there. Can you think of
any phrases you might use, or that you might hear?
After you've thought of five, here are some phrases
Listen
Now listen to two conversations. In the first conversation Richard Davies is calling the marketing
department of a company and wants to be put through to Rosalind Wilson. In the second conversation
Mike Andrews wants to talk to Jason Roberts in the marketing department. As you listen, see if you
can hear some of the phrases above.
Telephone: connecting
Check understanding
Check your understanding by reading the scripts below:
Michelle: Hello, you've reached the marketing department. How can I help?
Male: Yes can I speak to Rosalind Wilson, please?
Michelle: Who’s calling please?
Male: It’s Richard Davies here
Michelle: Certainly. Please hold and I’ll put you through.
Male: Thank you.
Michelle: Hello, marketing. How can I help?

Male: Could I speak to Jason Roberts please?
Michelle: Certainly. Who shall I say is calling?
Male: My name’s Mike Andrews.
Michelle: Just a second - I’ll see if he’s in. Hello, Jason, I’ve got Mike Andrews on the phone for you
... OK - I’ll put him through. Hang on a moment; I’m just putting you through.
16
Telephone: messages
Introduction
In this section we'll learn some phrases you might hear if the person you wish to speak to is busy.
Imagine you work as a receptionist and you receive a call for someone who isn't there. What
might the caller say, and what would you say in reply?
After you've thought of some phrases, here are some phrases.
Listen
Now listen to a telephone conversation between the finance department of a company and Jennifer
McAndrews. Jennifer wants to talk to Adrian Hopwood but he’s not available so she has to leave a
message. As you listen, see if you can hear some of the phrases above.
Telephone: messages
Check understanding
Claire: Hello, finance department
Female: Hello, can I speak to Adrian Hopwood, please?
Claire: I’m afraid he’s in a meeting at the moment. Can I help?
Female: No I need to talk to Mr Hopwood, I think. What time will he be out of the meeting?
Claire: In about an hour. Can you call back later?
Female: Okay, I’ll do that.
Claire: Or can I take a message?
Female: Actually, would you mind? Could you tell him that Jennifer McAndrews called and that I’m
in the office all day if he could call me back.
Claire: Can I take your number, please?
Female: Yes, it’s 5556872.
Claire: 5556872. Okay, I’ll make sure he gets the message.
Female: Thanks very much for your help, bye!
Claire: Goodbye!
17
Telephone: wrong number

Introduction
If you dial the wrong number it can be confusing and embarrassing. But how do you find out that
you've made a mistake? And how can you check to be sure?
Think
Imagine you've dialled the wrong number. What might the person who answers your call say? What
would you say in reply?
After you've thought of five phrases, Here are some phrases .
Listen
Now listen to two more telephone conversations. Both conversations contain phrases you might hear if
you dial a wrong number. As you listen, see if you can hear some of the phrases above.
Telephone: wrong number
Check understanding
Male: Hello, this is the press office.
Michelle: Rachel Allsop please.
Male: I’m sorry, You must have the wrong number. There’s no-one of that name here.
Michelle: Oh. Can I check the number I’ve got…. is that not 5568790?
Male: No, it’s 5558790.
Michelle: Oh sorry about that. I must have dialled the wrong number.
Male: No problem! Bye!
Male: Hello, press office, can I help you?

Ruth: Hello. Paul Richards, please.
Male: I’m sorry, you’ve got the wrong number, but he does work here. I’ll try and put you
through. In future his direct number is 5558770.
Ruth: Did I not dial that?
Male: No you rang 5558790.
Ruth: Oh, sorry to have troubled you.
Male: No problem. Hang on a moment and I’ll put you through to Paul’s extension.
Ruth: Thanks.
18
Telephone: appointments
Introduction
Making an appointment can be complicated if two people are very busy. How do you find a time that
is convenient for both of you?
Think
Once again, imagine you are making a telephone call. This time you are arranging an appointment to
see someone. What phrases might you use or hear?
After you've thought of five, here are some phrases
Listen
Now listen to someone making a business appointment over the telephone.
Telephone: appointments
Check understanding
Check your understanding by reading the script below:
Michelle: Mr Hibberd’s office!
Peter: Hello, can I speak to Brian Hibberd, please?
Michelle: I’m afraid he’s in a meeting until lunchtime. Can I take a message?
Peter: Well, I’d like to arrange an appointment to see him, please. It’s Peter Jefferson here.
Michelle: Could you hold on for a minute, Mr Jefferson. I’ll just look in the diary. So when’s
convenient for you?
Peter: Some time next week if possible. I gather he’s away the following week.
Michelle: Yes, that’s right, he’s on holiday for a fortnight.
Peter: Well, I need to see him before he goes away. So would next Wednesday be okay?
Michelle: Wednesday … let me see … he’s out of the office all morning. But he’s free in the
afternoon, after about three.
Peter: Three o'clock is difficult. But I could make it after four.
Michelle: So shall we say 4.15 next Wednesday, in Mr Hibberd's office?
Peter: Yes, that sounds fine. Thanks very much.
Michelle: Okay, then. Bye.
19
Telephone: flights
Introduction
Modern business often involves international travel. When booking a flight, what questions do you
need to ask?
Think
Imagine you are booking a flight and a hotel over the phone. What words and expressions do you use?
After you've thought of five, here are some phrases.
Listen
Next you are going to hear a telephone conversation in which someone is booking a flight and then a
hotel.
Telephone: flights
Check your understanding

Check your understanding by reading the script below:
Dolores: Hello! Dolores speaking…

Tim: Ah yes, hello. I’d like to enquire about flights to Hong Kong from Kennedy Airport in New York,
please. I’m off to a conference at the end of the month - Thursday 22nd until Tuesday 27th.
Could you tell me about the flight availability and prices?
Dolores: Certainly. Do you want to go economy, business or first class?
Tim: Well, I’d like to go first class, but unfortunately I’ll have to go economy - company rules,
you see.
Dolores: Yes, sure, I understand. How many of you will be travelling?
Tim: Ah, it’s just me.
Dolores: Okay, so that’s one seat … economy … New York - Kennedy to Hong Kong Airport.
Tim: And how much will that be?
Dolores: Let me see … to qualify for the discount rate, you need to stay over a Saturday, which you
are doing … Yes, that’ll be $830.
Tim: Right, and does that include airport tax?
Dolores: No, tax is another $70 on top of that.
20
Tim: Okay. Can I book that, then?

Dolores: Certainly.
Dolores: Can I help you with anything else?

Tim: Yes, I'd like to book a hotel room too, for the full five nights. Could you check if the
Regency Hotel has any rooms free?
Dolores: Yes, they do.
Tim: And is there a discount rate for conference delegates?
Dolores: Yes, there is. I think it's 10% but I can check that for you.
Tim: Okay, do you mind if I book it provisionally for now and I'll call you back later to confirm? I
just need to check one or two details.
Dolores: That's fine, sir. Can I help you with anything else?
Tim: No, that's all for now. As I said, I'll call you back.
21
Writing:
1. We often write letters to confirm phone calls. Most business letters and faxes contain a lot or
standard phrases. Notice how some standard phrases are used in this letter.
FOTOTECHNIQUE
31, rue de Constantine 16102 Congnac Cédex
Téléfax: 45 39 16 11 Télex: 790 962F Tél : 46 39 29 24
Mary Thatcher
Sales Manager
Galaxy Computer Supplies
221 Hills Road
Cambridge CB 2 2RW
27 October 2004
START
Dear Ms Thatcher
REFERENCE
With reference to our telephone conversation today,
I am writing to confirm our order for: REASON FOR WRITING
10 x photoconductors ref. No.76905 A/K.
REQUEST
I would be grateful if you could deliver them a soon as

possible.
CLOSING REMARKS
Thank you for your help.
FINISH
Yours sincerely,
Cristophe Terrien
Cristophe Terrien
Director-Procurement
22
2. Use this list of standard phrases to complete the letters opposite.
The start The finish
Dear sir or madam, * yours faithfully,*
23
Dear Mr Sloan, ** Yours sincerely, **

Mrs Sloan, ** Best wishes, ***
Miss Sloan, ** American English
Ms Sloan, ** Sincerely yours,
Dear Mary-Lynn *** Yours truly,
* suitable if you don’t know the name of the person you are writing to
** suitable if you know their name
*** suitable if the person is a close business contact or friend
The reference:
With reference to Your advertisement in the Reporter,…..
Your letter if 25th April,…
Your phone call today,…
The reason of writing
I am writing to enquire about…
Apologize for…
Confirm…
Requesting Agreeing to requests
Could you possibly…? I would be delighted to ….
I would be grateful if you could…?
Giving bad news Enclosing documents
Unfortunately … I am enclosing…
I’m afraid that… please find enclosed…
Close letters with a friendly phrase or reference to future contact.
Closing remarks
Thank you for your help.
Please contact us again if we can help in any way
There any problems
You have any questions.
Reference to future contact
I look forward to hearing from you soon
meeting you next Tuesday.
seeing you next week.
PRACTICE
24
GEO ORT LTD

COMMERCE WAY LEIGHTON BUZZARD BEDFORSHIRE LU7 3BW
TEL: 01525 72245 Fax/ 01525 72611
Dear Mr Cochet,
----------------------your phone call today,
--------------or not sending you our price
list. -------------, it is still at the
printers.
However, ------------a copy of the old list with the new prices
pencilled in.
--------------------
--------------------------------------
Jacqueline Scott
Jacqueline Scott
GEO ORT LTD

COMMERCE WAY LEIGHTON BUZZARD BEDFORSHIRE LU7 3BW
TEL: 01525 72245 Fax/ 01525 72611
Dear Mary,
-------------------your phone call yesterday,
--------------to confirm that
--------------come and speak at the GMB
Congress in Manchester on July 13th.
-------------send me a map showing how to get

to queen Marys Hall?
----------------------------
----------------..
Jacky
Jacqueline Scott
* Indicate the name of each step in the letter.
BUSINESS LETTER WRITING
25
Vitaplan ltd.
38 Bank Street
London SW1 4KD
20th November 20..
Mr J. Maréchal
Directeur Commercial
SOMAREX
6 RUE DE Paris
78000 Versailles
Dear Mr Maréchal,
Your name has been given to us by business colleagues in France, as an efficient market
research agency specialising in providing advice to UK companies hoping to export to France.
As you will see from the enclosed brochures and reports, ours is a medium-sized family
business with a range of products for the health food market.
Our immediate objective is to obtain first-hand information on the French market for these
products in general and for the breakfast cereal segment in particular. We would like
a thorough report on market size, competition and so on. The report should be ready within
six months.
Please contact us rapidly if you feel able to handle such a survey so that we can meet to discuss
the brief in detail as soon as possible.
Yours sincerely,
P. Simpson
P. Simpson
Marketing Manager
26
A possible letter
SOMAREX
6 rue de Paris
78000 Versailles
26th November 20..
Mr P. Simpson
Vitaplan Ltd
38 Bank Street
London SW1 4KD
Dear Mr Simpson,
We thank you for your letter of 20th November in which you express your confidence in our company
and are pleased to confirm that your proposal does indeed interest us.
Our market research agency already has great experience in the field you mention, since we have been
working for 12 years on the food sector and have already carried out three market surveys for English
firms. In order to discuss the finer details of the survey you require, may I suggest a meeting, perhaps at
your head office in London, at some time between 5th and 7th December. Please confirm the convenient
time and date as soon as possible with my secretary Mme Dubois (extension 459).
As far as the report is concerned, we should be able to provide an initial documentary survey indicating
market trends, potential competitors and health regulations within a fortnight. A more detailed survey
on consumer habits and possible retail outlets would take somewhat longer- between four and six months
– but we feel confident that we can meet the deadline you suggested without undue difficulty.
Looking forward to our future collaboration, I hope to hear from you soon.
Yours sincerely,
(Signature)
J Maréchal
Sales manager
27
The business letter

Instructions
1. There is no such thing as ‘business English’. In the past business letters were full of such
meaningless phrases as ‘esteemed inquiry’, I enclose herewith’, ‘We have perused’, ‘ I beg
to acknowledge’, ‘your earliest convenience’, ‘ I hope I may be favoured’ etc. You may
very occasionally come across bad letters written today which contain phrases of this sort.
Never attempt to imitate this style of writing. Your language should be simple and clear.
2. THE HEADING This differs in one important detail from the personal letter. The name and
address of the person you are writing to must be included beneath your own address but
against the left-hand margin. This is called the ‘Inside Address’ and should be exactly the
same as the one which be appear in the envelope. If you writing to a man, his name should
appear as ‘Mr E. Jones’ or ‘E. Jones Esq.’ (Esquire). This latter form of address is in
general use and is usually preferable. When writing to ladies the usual title is used :
i.e. : ‘Mrs J. Robinson’ or ‘Miss J. Robinson’.
Very often you will not know the name of the person who will read your letter. In this
case you may address your letter directly to the company concerned: e.g. Jones, Brown an
Co., Ltd., (‘Co.’ and ‘Ltd’ are the usual abbreviations for ‘Company’ and ‘Limited’.) When
you are writing to a particular person in a Company or other organization and do not know
his or her name, your letter may be addressed to ‘The Manager’, ‘The Director’, ‘The
Principal’, ‘The Headmaster’, ‘The Secretary’, etc? as the case may be.
In business letters the ‘Block Style’ of address is becoming more common and should be
preferred.
3. THE SALUTATION If the person you are writing to is known to you, you may begin ‘Dear
Mr-‘, ‘Dear Mrs’, ‘etc. In all other instances, you should begin ‘dear Sir’, ‘ Dear Sirs’, or
‘Madam’, ‘Gentlemen’ or ‘Sirs’ as the case may be.
4. THE BODY A business letter usually has four main parts:
Reference
Information
Purpose
Conclusion
(a) Reference you should begin your letter by referring to a letter you have received, an
advertisement you have seen etc., or to an event which has prompted you to write.
Here are a few usual phrases:
Thank you for your letter of June 3rd.
28
Many thanks for your letter of April 24th.

In your letter of May 22nd you inquire about….
It was a great pleasure to receive your letter of June 22nd that…
In replay to your inquiry of Oct. 21st , I regret that …
I read your advertisement in last Monday’s issue of ‘The Commercial Gazette’ and …
You may remember that I visited you last year when I wax in …
I was surprised to learn that …
I recently attended Hanover Fair and …
I recently called on your agent in this country to ask about … but he was unable to help me.
(b) Information In the second paragraph it is sometimes necessary to supply more
detailed information, which is related to the ‘Reference’.
(c) Purpose Here you must give the reason why you are writing your letter. You should state
clearly what you want. Take clear to answer closely the question that has been set.
(d) Conclusion as in the ‘personal letter’ it is customary to ‘round the letter off ‘ with some
polite remark.
Here are a few useful phrases:
I am looking forward to hearing from you soon.
I sincerely hope you will be able to help me in this matter.
I enclose the sample of the material you require.
I do hope I am not putting you to too much trouble.
I shall not act until I have received instructions from you.
I would greatly appreciate an early reply.
I enclose a cheque for 25 § to cover costs.
Would you please let me know as soon as possible whether you would be willing to …
I would suggest that you come and see me in person on …
I would suggest that you come and see me in person on …
Please accept my apologies for the trouble this mistake has caused you.
5. The subscription Where a letter is beginning. Dear Sir/Sirs/Madam, you must end with the
words ‘Yours faithfully’. When, however, you address a person by name – even if you barely know
him – you must conclude with the words ‘Yours sincerely’.
6. THE SIGNATURE Sign your name clearly In full in the way you whish it to appear on the envelope
which will be addressed to you in reply to your letter.
29
FORMATION ANGLAIS
COMPANIES
Objective To discuss the business activities of companies
Tasks - To describe a company
- To exchange numerical information
- To give a presentation of a company
LANGUAGE WORK
Company profiles
Look at these two different ways of asking and answering questions with the verb
“have” A How many employees has Philips got?
B it’s got 250,000.
A Has it got any factories in Slovenia?
B No, it hasn’t.
A How many subsidiaries does Philips have?

B it has over 120.
A Does it have a subsidiary in the UK?
B yes it does.
Work with a partner. Ask and answer questions about these companies.
Aussedat rey Group ( paper) ANA (airline)

9 industrial sites in France and 1 in Spain. 123 aircraft in the fleet.
1 distribution company in France and 1 in Holland 119 scheduled routes.
7 European sales subsidiaries. 163 affiliates and subsidiaries.
1 wood supply subsidiary. 41 hotels with 12 overseas.
ABB ( electrical engineering) Pirelli (tyres and cables)

206,000 employees 2 core businesses : tyres and cables
1300 companies. 78 factories
Over 5,000 profit centres. over 41,000 employees.
11 joint ventures in china. 2,000 research and development specialists
30
FORMATION ANGLAIS
Organizations:
Study this organisation. Which department:
a. put the products in boxes and crates?
b. places ads in magazines?
c. Pays the staff?
d. Purchases supplies?
e. Sells the products to customers?
f. Plans how to sell new products?
g. Services the machines and equipment?
h. Arranges courses for the staff?
i. Recruits new employees?
j. Manufactures the products?
k. Invoices customers?
l. Look after customers ?
m. Dispatches the products and send them to customers?
n. Organizes control systems to prevent mistakes?
o. Deals with taxation, investment, and cash management?
HUMAN PRODUCTION MARKETING FINANCE

RESSOURCES
Training
Production Packaging Marke Buying
Personnel Distribution ting Customer accounts
Wages and Quality Sales Financial services
salaries Maintenance After-Sales
service
Advertising
31
FORMATION ANGLAIS
Current activities
1. We use the present continuous tense to talk about actions that are going on at the moment. Complete
these sentences using words from the box.
Wait call go build expand develop stay get spend
a. Philips are expanding their activities in China

b. Our research department……………..a new drug
c. They …………………………;at the Dorchester Hotel.
d. Someone ……………..for you in your office.
e. We…………..;a new factory in Barcelona
f. I……………..about order no. AJ/2496.
g. These products…………….. near the end of their life cycle.
h. The Dollar……………….up.
i. The IT department …………. ………….. a lot of money on new equipment at the moment.
GRAMMAR NOTE
We use the present simple tense to talk about regular activities.
The maintenance department services the equipment.
But we use the present continuous tense to talk about temporary activities.
The IT department is spending a lot of money at the moment.
2. what do you know about McDonald’s? are these facts true or false? What do you think?
a. three new McDonald’s stores open every day.
b. McDonald’s charge high prices.
c. McDonald’s spend more on advertising than anyone else.
d. There is a hamburger university.
e. The company CEO has a computer in his office.
f. McDonald’s prefer American managers to run overseas stores.
Now read this article and find out.
32
FORMATION ANGLAIS
SERVICE WITH A SMILE

Three new McDonald’s stores open somewhere in the world each day. There are now over 14,000
McDonald’s stores worldwide and sales are over $23 billion. So how do they do it? What are the
company’s strengths?
VALUE
McDonald’s keep prices low. They concentrate, on increasing market share.
ADVERTISING
McDonald’s spend $1.4 billion annually on marketing, more than any other company in the world.
TRAINING
Every employee receives at least two or three days’ training and all managers attend regular courses.
The company even has its own Hamburger university in Oakbrook Illinois.
FACE-TO-FACE MEETINGS:
The company headquarters don’t have an e-mail system and there’s no computer in the CEO’s office
but ideas still fly around. There are regular meetings between people in the same region and people in
the same line of work.
CLOSE RELATIONSHIP WITH SUPPLIERS:
McDonald’s work closely with their suppliers to make sure they can meet the McDonald’s
specifications.
CULTURAL SENSITIVITY
Before they enter a new country’s market, they research the culture thoroughly . and they employ local
staff if they can.
CUSTOMER SERVICE:
The restaurants are clean, the service is quick and every McDonald’s burger comes with a smile.
3. work in a groups ( max 4 persons), prepare a similar presentation of a company of your choice ( use
sources like economic newspapers, internet, TV magazines…)
examples: Boeing-Adidas-Richbond-IBM……
( follow the indications below)
33
FORMATION ANGLAIS
Speaking
 To prepare to make a short presentation about a company to the class. Write notes first. Don’t write
sentences-just write key words and numbers concerning:
- Products/services
- Main customers
- Locations ( factories, branches, etc…)
- Size ( Number f employees/turnover)
- Main strength
- Current projects
- Other information
 Now decide on the structure of your presentation. These phrases will help you order the information;
The introduction Ordering information
I’d like to tell you about … I’ll begin with…..
Now I’ll move on to….
Turn to …..
Checking understanding Finishing
Is that clear? Are there any questions?
Are you with me ? thank you very much.
Ok so far?
Use your notes to give the presentation and answer questions from colleagues.
It is essential to use the following business plan.
34
FORMATION ANGLAIS
BUSINESS PLAN FOR A SMALL BUSINESS PRESENTATION

Objectives:
 To play the elements of a business plan to a small business
 To practice a prepared presentation of a business plan in English
 To practice impromptu questioning and answering
 To develop listening skills
Project requirements
 Student may work alone or in groups of 2 or 3 students.
 Each group will select an actual small business or a small business case study for their project.
 Each student will prepare a five minute presentation describing their business, summarizing
selected elements of the business plan, and requesting a specific investment amount. For students
working individually, the classroom presentation will be a minimum of ten minutes; for groups of
three, presentations will be a minimum of fifteen minutes.
 Students may use overheads for their presentations; copies of overheads material should be
provided for other students and the teacher.
 Other students will serve as a panel of financial investors. At the end of each session, the student
panel will be expected to question the presenters about the details of their proposed small business.
With the presented information and the responses to the questions, the panel will allocate an
investment pool of dollars among the proposed projects.
 Students should take notes during the classroom presentations. Material from some of the cases may
be included in the first unit test on December 20th .
35
FORMATION ANGLAIS
Business Plan Suggested Outline
Title Page* Executive Summary* Table of Contents*

Problem Statements* Business Descriptions*
Objectives* Product Plan Marketing Plan Manufacturing
Plan
Financial Projections (Sales Revenue Forecast* Profit and loss
forecast* Capital Spending Plan* Cash Flow Forecast*) Future
Trends
Business Risks Personnel Plan Appendix:
Principals, CV and Accomplishments* Supporting Documents*
* Suggested Outline for a short Plan
( for more practice see the example of business plan : Antoinette’s Dress Shop ( Annex))
36
FORMATION ANGLAIS
Size and dimension

1. Study these ways of describing dimension. Then cover them up, look at the diagram opposite , and try
to remember them.
How long is it? Its 484.5cm long The length is 484.5 cm.
How wide is it? It’s 165.0 cm wide. The width is 165.0 cm.
How high is it? It’s 157.5 cm high The height is 157.5 cm.
How heavy is it? It weighs 2,570 kg.
How much does it weigh ? the weight is 2,570 kg.
How much can it carry? It can carry 1,160 kg.
What’s the maximum load? It’s 1,160 kg
mm max. load 1,160 kg

weight 2,570 kg
1575
1650
4845
37
FORMATION ANGLAIS
REPORTING
Objective To report on past actions

Tasks - to talk about events in a company’s history
- to deal with customers complaints
Company history LANGUAGE WORK
THE HISTORY OF THE NISSAN MOTOR COMPANY

1925 1947
Three small motor companies merge to After World Wars II, Nissan begins car production
from again.
the Dat Jidosha Seizo Company
1932 1958
The company produces the first Datsun A Datsun 210 wins the Australian rally
car .
1934 1966
The owners rename the company “the Nissan sets up its first foreign manufacturing
Nissan operation in
Motor Company ltd” Mexico.
1935 1980
Nissan opens the Yokohama plant The National Space Development Agency in Japan
send a rocket into space, with solid-fuel rocket
boosters designed
and produced by Nissan.
1936 1981
Nissan introduces mass production Nissan makes ab agreement with Volkswagen to
methods. produce the
Santana in Japan
1938 1992.1993.1994
Nissan stops producing passenger cars In the UK, Nisan earns a Queen’s Award for export
and
achievement for three years running.
concentrate on truck manufacture.
38
FORMATION ANGLAIS
1. work in pairs. Ask and answer questions about the Nissan Motor Company.
 What happened in 1925?
Three small motor companies merged.
 What happened in 1947?
Nissan began car production again.
Regular verbs end –ed in the past simple tense. Irregular verbs have a special form. There is a table of
irregular verbs on page
2. Ask and answer more questions about Nissan.

- where did the original three companies merge?
……
For information on past simple tense see page 8
3. choose the correct verbs from the boxes to complete the passage.
Remember to use the past simple tense.
Be sell establish grow import have find decide begin
become achieve be able to have to supply
be be win set up launch start
THE HISTORY OF THE NISSANIN THE UK
Nissan established a small trading company in 1969. it…….. cars from Japan and
……..them in the UK. The company only ………..0.2% of the market in 1970 but it
………. fast. By 1974 it ……….the UK’s leading car importer.
When the UK…………..a major export market, Nissan…………….to build an assembly
plant. After a long search it …………..a suitable site in Tyne and Wear. Cars ………rolling
off the production line in 1986.
At first, the plant …………limit production because of the JAMA import restriction
agreement. But by 1988 UK companies ……….the majority of components and
Nissan…………..the target of 60% local content. The plant…………….increase production.
In 1991 Nissan………..a new distribution company and it ………..operations in January
1992 with a network of 150 dealers. By the end of the year there ………267. Nissan
………the Micra ( March) in 1993 and it ………..the European Car of the Year Award. It
…………. The first Japaneese-badged car even to win.
39
FORMATION ANGLAIS
Saying when
1) Study the different prepositions we use with these times.
IN ON AT
1999 Saturday 5.30
August 2 May Easter
Winter the end of the
ward
The
afternoon
Which preposition do we use with:

1. dates? Religious festivals?
2. months? Hours of the clock?
3. days of the seek? Parts of the day?
4. years? Points in time?

5. seasons?
2) Put the right preposition with these times.

……1969 ……Christmas
…….Thursday ……..Christmas day
……19 January ………the autumn ( Us: the fall)
……….January ……the 1960s
…….midnight …….the weekend
…….the morning ……….the turn of the century
Complaints
* When customers make complaints, it’s important to ask questions to get all the facts you need.
Ask questions about these problems.
A You delivered the wrong quantity .
B Oh dear. What quantity did we deliver?
A 300. we ordered 3,000.
B I’m sorry about that.
40
FORMATION ANGLAIS
1 you delivered the wrong quantity.

( 300, we ordered 3,000)
2 you sent the order to the wrong address.
( 30 South Road. We’re at 40)
3 you invoiced us for the wrong amount.
(£4,000 instead of $4,000)
4 the goods came with the wrong accessories
( plastic hooks. We wanted metal)
5 the cover was the wrong colour
( black, we asked for green)
6 the handles were the wrong size.
( 15 cm. we ordered 10 cm)
7 the goods arrived on the wrong day
(Friday. We asked for Tuesday)
8 the case was no good
( the glass was broken)
* what possible reasons are there for these problems?

We’re very short staff at the moment.
Our computer crashed and we lost a lot of data. Think
of some more excuses.
* Here are some useful phrases for dealing with complaints. Complete the chart with phrases from
the box.
a. I’ll find out what happened and let you know

b. I’m afraid we’re not responsible for damage in transit.
c. Would you like a refund?
d. I’ll look into it straight away.
e. Would you like us to repair it?
f. We’re very sorry about this but it’s not our fault.
41
FORMATION ANGLAIS
DEALING WITH COMPLAINTS

MAKING OFFERS
Would you like a replacement?-----------------------------------------------------------------------------
--------
------------------------------------------------------------------------------------------------------------------
--------
------------------------------------------------------------------------------------------------------------------
-------
PROMISING ACTION
We’ll send the rest immediately.
------------------------------------------------------------------------------------------------------------------
--------
------------------------------------------------------------------------------------------------------------------
--------
REFUSING RESPONIBILITY
We reserve the right to make small changes to products
------------------------------------------------------------------------------------------------------------------
--------
------------------------------------------------------------------------------------------------------------------
--------
Can you think of any more phrases to add to the chart?

 Discuss these questions with a partner:
1 what sort of complaints do you have to deal with?
2 What advice would you give to someone who has to deal with complaints?
SKILLLS WORK
Reading
1 sometimes products don’t sell well in a new market. Suggest what went wrong in these cases.
WHAT WENT WRONG?
a- Western companies had problems selling refrigerators in Japan until they changed the design to make
them quieter.
b- In Saudi Arabia, newspaper adverts for an airline showed an attractive hostess serving champagne to
happy passengers. A lot of passengers cancelled their flight reservations.
c- An airline company called itself Emu, after the Australian bird. But Australians didn’t want to use the
airline.
42
FORMATION ANGLAIS
d- A TV commercial for a cleaning product showed a little girl cleaning up the mess her brother made .
the commercial caused problems in Canada.
e- Several European an American firms couldn’t sell their product in Dubai when they ran their
advertising campaign in Arabic.
f- A soap powder ad had a picture or dirty clothes on the left, a box of soap in the middle and clean
clothes on the right. The soap didn’t sell well in the middle East.
g- A company had problems when it tried to introduce instant coffee to the French market. h- A
toothpaste manufacturer couldn’t sell its product in parts of South-East Asia.
i- An American golf ball manufacturer launched its product in Japan packed in boxes of four. It had to
change the pack size.
2 here are the reasons for the problems, but they are in the wrong order. Number them from 1 to 9. How
many did you get right?
□ In the Japanese the word of “four” sounds like the word for death. Things don’t sell
well packed in fours.
□ People thought the commercial was too sexist and reinforced old male/female
stereotypes.
□ Unveiled woman don’t mix with men in Saudi Arabia and alcohol is illegal.
□ 90% of the population came from Pakistan, India, Iran and elsewhere, so Arabic was the wrong
language.
□ The advertisers forgot that in that part of the world people usually read from right to left.
□ The people in this area didn’t want white teeth. They thought darkly-stained teeth were beautiful and
they tried to blacken them.
□ Japanese homes were small and sometimes walls were made of paper. it was important for the
refrigerators to be quiet.
□ Making “real” coffee was an important part of the French way of life. Instant coffee was too casual.
□ The emu can’t fly.
43
FORMATION ANGLAIS
3 Look through the passage again and find the words below.
 two abbreviations for the word advertisement.
 The word for people who advertise.
 The word for an advertisement on television.
Speaking
work in small groups, and prepare a business plan of a small project
think of a project, for example:
 the launch of a new product
 a start up
1 what are the objectives or goals of the project?
2 list the tasks you performed to achieve those objectives.
44
FORMATION ANGLAIS
SOCIALIZING
Objective To hold social conversations with business contacts

Tasks - To welcome an overseas visitor
- To order food at the business lunch
- To make, accept, and refuse offers
Presentation
Imagine you are welcoming a visitor to your home town. Act out a similar conversation.
Complete this dialogue first.
A is this first visit to………?
B yes, …….. I’d love to see………
A then let me show you round tomorrow after the meeting.
B that’s very kind…………is there a good ………….here ?
A yes, there is. …………interested in sport ?
B yes. I play ………..and I go ………… . what about you ?
A I ………………. .
In the restaurant
Kevin and Paolo are ordering wine in a restaurant. Before you listen, read the conversation below and
guess the missing words, Use one word per space.
Waiter The wine list, sir.
Kevin Thank you. Let’s see. What …………..of wine do you like, Paolo?
Paolo I………..white.
Kevin …………….or dry?
Paolo Dry.
Kevin Then let’s have the Chablis. It’s usually very good.
Paolo How …………do you come here?
Kevin About once a month. (to the waiter) Excuse me.
Waiter Yes, sir?
Kevin We’ll ……..the Chablis, please. Number 63.
Paolo And I’d …………..a bottle of mineral water too, please.
45
FORMATION ANGLAIS
LANGUAGE WORK:
Put these different foods into the right list.
Pea lamb porc s sal duck raspberries

s o mo
l n
e
Chi caulifl straw bee cherri
cke ower berrie f es
n s
Meat Fish Poultry Vegetable Fruit

s
Think of more word to add to each list. What is your favourite meal.
 work in small groups. Appoint someone as the waiter / waitress and give them your orders.
I’ll have the cheese tart.
Salmon for me . what about you, Jhon? I’d
like the duck.
Garden soup, please. And I’d like Dover Sole to follow.
What do you suggest?
Offers
1- Look at the words in bold type in these sentences .
Would you a like a biscuit? (a + single countable noun)
Would you like some juice? ( some + uncountable noun)
Would you like some grapes? ( some + plural countable noun)
take in turns to offer food and drink.
OFFERING SAYING YES SAYING NO
Would you like a…..? thanks no, thanks.
Some…..? yes please. It looks lovely, but…..
I’d love one,
Some.
Interests And Routines
46
FORMATION ANGLAIS -
Work in pairs. Find out about your partners interests.
What sort of books do you like?
Kind films
Type music
I like …. I don’t like…
I love I hate….
Detective stories Musicals Jazz
Novels Thrillers Pop music
Biographies Comedies Classical music
History books Westerns Folk music
Science fiction Horror films Rock music
Others? Others? Others?
47
FORMATION ANGLAIS -
I MEETINGS
Objective To decide work problems and decide what action to take

Tasks - To state alternatives and recommend action
- To ask the opinions of your colleagues
Asking for opinions

People often disagree about politics. Do you agree (A) or disagree (D) with these views?
☐ the government should spend less money on defence.
☐ We should have compulsory military service.
☐ There should de higher taxes on petrol.
☐ The government should invest in renewable forms of energy.
☐ There should be lower taxes on cigarettes.
☐ The government should spend more on education.
☐ We should have more police patrolling the streets.
☐ There should be tighter immigration controls.
 compare your opinions about the views above with a partner.

Do you think ….? Yes I do because …
No I don’t because
I think… I agree because…

I disagree because…
Recommending actions:
Recommend action in these situations . begin your sentences with
I think we should…………….or I don’t think we should …….
1 you have a machine that is old and often breaks down.
2 Your market share is falling
3 One of your suppliers often sends you invoices with several mistakes on them.
4 The company’s main warehouse is too small
5 Your main competitors are cutting their prices by 20%.
6 An employee is often absent from work. He says he’s ill but you don’t believe him.
48
FORMATION ANGLAIS -
Making suggestions
MAKING SUGGESTIONS ACCEPTING REJECTING

Why don’t we…? That’s a good idea yes, but…
Shall we….? Yes, let’s do that. That’s a good idea but….
We could… Great I’m not sure about that.
Practise the phrases with a colleague. Suggest solutions to the problems below. Follow this pattern.
A B
EXPLAIN THE SUGGEST

PROBLEM SOMETHING
REJECT AND SUGGEST ACCEPT

SOMETINHG ELSE
1 you need to improve your staff’s English. What can you do?
2 Your company’s results show an unexpected $ 500,000 profit on international currency deals.
Suggest things to do with the money.
3 You need to think of a name for your new brand of toothpaste. Suggest some alternatives.
4 You work for a bank. You want to attract more young customers. Aged between 15 and 18.
how can you do it?
5 Your company was founded 100 years ago. You want to mark the occasion. Suggest ways to
celebrate.
Justifying decisions:
1 we use going to talk about things we plan to do in the future.
It takes five hours to drive to Budapest so I’m going to fly.
Complete these sentences in a similar way. Use going to or not going to and the words in brackets.
1 they’ve got one meeting in Madrid on Tuesday afternoon and another on Wednesday morning
so they……(hotel overnight)
2 his flight left late, so he……. ( on time)
49
FORMATION ANGLAIS -
3 I’ve got my car with me so I……….( a drink)

4 She can’t attend the meeting so she ….. ( her assistant instead)
5 Sales are down so you……..(good results this year)
6 The last time we parked there we got a ticket so we ….. ( somewhere else)
Speaking
1 your company must reduce its running cost by 1.000.000 DHS. How are you going to save the
money? Look at the proposals and decide.
Estimated savings
1 cut the research and development budget:
by 5% 400.000
by 10% 800.000
2 cut the staff training budget:
by 10% 200.000
by 20% 400.000
3 cut the advertising budget:
by 10% 350.000
by 20% 700.000
4 stop all donations to charity 100.000
5 make the company security staff redundant and outsource the work: 150.000
6 close the company health centre: 100.000
7 cancel the plans to buy:
new production machinery: 200.000
new computer equipment 150.000
 Hold a meeting with some colleagues. Discuss the proposals one by one and decide what to
do.
If you decide to make a cut , decide who is responsible for taking action, and when by.
Who is going to be responsible for this?
Can you deal with that?
Could ypu take care of this?
How soon can you do it?
Good. Can we discuss this again next Monday, then?
50
FORMATION ANGLAIS -
II MAKING ARRANGEMENTS
Objective To make and change arrangement

Tasks - to explain future plans and arrangements
- to fix a time and place for a meeting
- to write a fax message arranging a visit
- to arrange a schedule for a visit
Timetable, plans, and arrangements

1 We often use the present simple tense to talk about timetable. Work with a partner asking and
answering questions.
A when does the London train leave?
B it leaves at 11.20.
The London train Leave 11.20.a.m

Arrive 3.45 p.m
The meeting Start p.m
finish 5.15 p.m
The bank Open 9.30 a.m
Close 3.30 p.m
2 now look at the conference programme and ask about

 the Regional Performance Reports
 shuttle buses to the airport
 Mange Tout Restaurant
 The Roof-Top Barbecue
 Highlights hairdressers.
 Coach tours of the city.
51
FORMATION ANGLAIS -
IAMT CONFERENCE SHTTLEBUSES TO THE AIRPORT

Riverside Hotel offers a regular daily service to Heathrow and
Programme for July 22nd Gatwick. Coaches leave from the main entrance at 7.00, 10.00,
9.30 am Regional Performance Reports: 13.00,16.00 and 19.00
germany Please allow 60 minutes for your journey to Heathrow and
Italy 90 minutes for Gatwick.
Scandinavia
Marlborough Room HIGHLIGHTS
Conference Suite 6th floor MANGE TOUT UNISEX HAIRDRESSERS
12.30 p.m lunch RESTAURANT 9.45.a.m 6.30 p.m
Florence Arcade
Swithins Restaurant 3rd Floor. FRENCH CUIISNE
Riverside Hotel
2.30 p.m Regional Performance Reports: Lunch 01751-248197
The USA 12 noon-2.30 p.m No appointment necessary
Haugary Dinner
7.00 p.m – 11.00 p.m
Spain The restaurant is located in
Marlborough Room the Florence Arcade on the COACH TOURS OF THE
Ground Floor: patrons are CITY
Conference Suite 6th floor Twice daily tours
kindly requested to reserve
8.00 p.m Roof-Top Barbecue with the ‘Hill a table in advance to avoid 10.30-12.30;2.30-4.30
Midnight Runners jazz Quartel’ disappointment. £8 adult £5 child
(0175) 248260 Please book at reception
Riverside Hotel Roof Garden
Look at the itinerary below. Ask and answer questions about Mr Gruber’s schedule.
A when is h arriving?
B at nine o’clock.
A what’s he doing first?
B he’s meeting the Overseas Sales manager in the conference room.
52
FORMATION ANGLAIS -
ITINERARY FOR THE VISIT OF MR H.GRIBER TO THE LEYTONSTONE FACTORY

25 JULY
9.00 Arrival
9.05-9.45 Meeting with the Overseas Sales Manager
( conference room)
9.45-10.15 Coffee with the Marketing Director and Finance
Director
10.15-10.45 Company presentation video
10.45-11-45 demonstration of the N4 prototype
11.45-12.40 Meeting with the Managing Director and Marketing
Director ( Boardroom)
12.40-2.30 Lunch with the Overseas Sales manager ( Saraceno
Restaurant)
2.30-3.30 Tour of Leytonstone factory
3.30-4.00 Final discussion with the Overseas Sales manager.
4.00 car to terminal 2, Heathrow Airport
6.00 Flight to Frankfurt, LH 1607
We often use the present continuous tense to talk about future plans and arrangements. For more
information, see page 5
* Complete these sentences with words from the box.
Make cancel be late for have postpone
1 my name is George Rawlings and I ………….an appointment to see Mrs

Bernejo at 2.30.
2 She’s always very punctual so I don’t want to ………..our appointment.
3 I’d like to …………; an appointment to see the manager.
4 Mr cottage is ill so we need to………. His appointments.
5 I’m sorry to be a nuisance but could we ………..our appointment until next
week?
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Invitations:
1 you are entertaining a foreign visitor from your parent company. ask if they want to:
 come to the monthly marketing meeting.
 Give a talk at the meeting
 Meet the production manager
 See the new packaging machinery.
 Come to a party.
Use the phrases in the table opposite.

INVITING SAYING YES SAYING NO
Would you like to…..? Thank you. I’d like that. I’d love to but …..
That would be lovely I’m sorry, but…
Compare the phrases with the ones above. Which are more informal?
INVITING SAYING YES SAYING NO
Do you feel like….-ing? That’s a good idea well, actually
How about……-ing? Yeah, great. I’m afraid…
FIXING A TIME:
1 Study these phrases for fixing a time.
Suggesting a time
Can you make 2o’clock on Thursday?
manage
How about
Are you free on the 26th?
at 3.30?
SAYING YES SAYING NO
Yes, that suits me. I’m afraid I can’t make it.
Yes, I’m free. manage
Yes, that’s fine I’m tied up.
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Practise the phrases in pairs. Use the pattern below.
SALES PERSON CUSTOMER
Invite your customer Say yes

to lunch
Suggest a time Say no and suggest another time
Say no and suggest another time Say yes
Now practice again. The sales person should invite the customer to
 visit a local tourist spot.
 Come to dinner.
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SKILLS WORK
Writing
1 read this fax. What is it about?
NIHON INFORMALINK KK
Informalink BLDG, 2-4-8 KANAMECHO, TOSHIMA-KU, TOKYO 171
TELEPHONE: (6) 5995 3801/4 TELEFAX: (6) 5995 3919
To : Darworth Enterprises Attention : Janet Jeffries

From: Masahiro Nakagawa re: my inspection visit
Date: 10 June Pages including this one: 1
Thank you for your fax or 1 june.

I will be arriving on flight no.JL 401 at terminal 3 Heathrow on
16th june. Could you book hotel accommodation for three nights in the
city centre? Also , I would be grateful if you could arrange a
meeting with Data link for me on June 17th if possible.
I look forward to seeing you on the 16 th.
Kind regards.
Masahiro Nakagawa
Masahiro Nakagawa
Compare the style and layout of this fax with the letters on page 42 . How is it similar and how is
it different?
2 faxes and letters are very similar. But information about the receiver appears at the top of the fax
message so there is often no greeting. Also people often say regards or Kind regards at the end.
Practice writing some faxes. You are Janet Jefferies. Write a fax in reply to Nakagawa’s fax. (Work
in pairs, one person in the group should write and the others should dictate and check spellings)
Thank him for his fax. Tell him you will meet him at the Heathrow at 16.35 on June. As
requested, you booked a single room for him in the Dorchester Hotel for two nights. Check this is
OK. ( if his wife is coming too, you need to check the booking).
You also arranged his meeting with Data link for June 17th. Say you’ll see him next week, send
your regards and sign the message from ‘Janet Jefferies’.
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Speaking
Work with a partner . you are visiting your UK subsidiary for three days next week. You have tow
lunch-time appointments but also you want to arrange meetings with the people on this list.
NAMES TIME NEEDED FOR MEETING
Mrs Carne 3 hors ( must see her on Monday morning)
Mr Ghandi 2 hours
Miss Carley hours
Mr Barnes hours ( factory tour)
Ms Lyon 2 hours ( Wednesday if possible)
Phone your colleague in the UK and arrange your schedule. Pencil in the times
MONDAY 21 TUESDAY 22 WEDNESDAY 23
9-10 am 9-10 am 9-10 am
10-11 am 10-11 am 10-11 am
11-12 am 11-12 am 11-12 am
12-1 pm lunch with Dave 12-1 pm Reception 12-1 pm
1-2 pm Czernovicz 1-2 pm Barbican Centre 1-2 pm
2-3 pm ( Barclays bank) 2-3 pm 2-3 pm
3-4 pm 3-4 pm 3-4 pm
4-5 pm 4-5 pm 4-5 pm
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III DESCRIBING TRENDS
Objective To describe and discuss figures and graphs

Tasks - To describe changes in a company’s finances
- To analyse the reasons for rises or falls
Rises and falls:

1 Discuss these figures with a colleague. One person should use the information on the
left and the other should use the information on the right. Use these verbs.
Increase decrease
Rise fall
Go up go down
A our market share fell by 1% last year.

B Yes, but on the other hand our turnover increased by 8 %
Our market share -1% Our turnover +8%
Distribution costs +18% Prices of raw materials -4%
The number of new contracts -6% Spending on research and +9%
development
Earnings from investments -3% Debts to our suppliers -4%
The number of employees -4% Productivity +6%
Sales on the EC -2% Sales to south America +5%
Wages +8% Our staff turnover -20%
Spending on training +15% Customer complaints -16%
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Pronunciation:
The spelling of English words is often different from their pronunciation. We sometimes write letters we
don’t pronounce. For example, debt is pronounced/det/. The ‘b’ is silent.
How do we pronounce these English words? Cross out the silent letters like this: debt
write listen half

know high scientist
answer sign chemist
receipt business psychiatrist
Describing changes:
1 complete these tables
Verb Noun
(action) (thing)
To rise A rise
To fall ……….
To increase ………
To decrease ………
To improve ……….
To recover ………
Now complete this table.

Adjective Adverb
( describes a noun) ( describes a verb)
Slight Slightly
Sharp ……….
Dramatic ……….
Steady ………..
Which adjective describes:

1 a sudden, very large change?
2 A sudden large change?
3 A very small change?
4 A regular change ( not sudden)?
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2 study the graph and use each adjective once to complete the description.
MARKET SHARE
1990 1991 1992 1993 1994 1995
we had a -------------increase in market share in 1991, followed by a ------------fall in 1992, when we

sold a brand. But a successful new brand launched in 1993 meant there was a --------- recovery that year,
and a ---------increase in 1994 and 1995 too.
Reading:
1 what do you know about the Coca Cola Company?
Do you know the story of:
 the inventor of coke?
 The famous coca Cola Contour bottle?
 The secret formula?
 Coke and World War II?
 ‘New Coke’?
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THE STORY OF COKE
Dr John Styth Pemberton make it in his backyard, took it to his local pharmacy, and he put it on sale
at 5 cents a glass. Hand-painted signs saying ‘Coca-Cola’ appeared outside the store and inside signs
invited customers to ‘drink’. But sales didn’t take off. In the first year they averaged just 9 drinks a
day.
He thought it would never be very successful and he steadily sold his shares in the business to
different partners. In 1888, just before he died, he sold his last shares to Asa G. Candler, a
businessman from Atlanta.
He distributed thousands of coupons for a complementary glass of Coca-Cola and he promoted the
drink with souvenir fans, calendars, clocks, and novelties ten times their 1888 level.
Coca-Cola had to develop a bottling system and set up plants. The first bottling plant opened in
Vicksburg in 1894 and over the next 25 years, the number of plants rose from two to over a thousand.
Other soft drink companies tried to imitate the Coca-Cola taste so the company kept the drink’s
package. In 1916, they introduced the first bottle with the famous Coca-Cola shape.
Then the United States joined the war, and the company President gave an order ‘to see that every
man in uniform gets a bottle of Coca-Cola for 5 cents, wherever he is and what ever the cost to the
company’. As result, Coca-Cola shipped 64 bottling plants abroad during the war. And when the
war finished, they were ready to conquer the world .
From the mid 1940s until 1960, the number of countries with bottling plants nearly doubled.
This was the first change in the secret formula since 1886. in pre-launch tests, consumers preferred
the new taste. But the tests couldn’t measure their feelings for the brand. Coca-Cola had a special
place in their hearts and they didn’t want a change. For the first time in history, sales of Coca-Cola
fell. The company responded quickly and marketed the original formula again as Coca-Cola Classic.
Sales climbed back up, and continued to grow.
And if you’re not sure what’s the world top selling soft drink is by now; ‘Coke is it’
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2. the first sentence in each paragraph of this article is missing. They are all listed below. read the
article and decide where each sentence goes.
- Asa Candler had a talent for marketing
- In the 1980s, in the USA only, the company launched a new taste for coke.
- In 1941, there were bottling plants in 44 countries.
- Coca-Cola was invented in Atlanta, Georgia on may 8, 1886.
- So today million of people all over the world are drinking coke.
- The huge increase in the popularity of the drinks led to problems meeting demand.
- Dr Pemberton didn’t see the potential of his new drink.
Notice how the sentences introduce the topic of the paragraphs.
3. work with a colleague . ask and answer questions about the story of Coca-Cola. Use these
words.
Who…?when….? why…..?where………?what…..?how………?
Talking about quantity

1- Are these nouns countable ( C), uncountable (U), or the both ( U/C)
□ Information □ advice □ equipment
□ fact □ job □ furniture
□ research □ work □ paper
□ money □ man □ newspaper
□ dollar □ person □ news
□ suggestion □ machinery □ time
□ help □ machine □ experience
2- complete these sentences . use much with uncountable nouns and many with countable nouns.
- How --------------equipment do you need?
- I’m afraid I can’t give you ------------information about that.
- There aren’t’------------machines working today.
- We haven’t got ----------------money left.
- How--------------yen are there to the dollar?
- How ------------people were their at the meeting ?
- Are there ------------jobs left to do?
- I haven’t done-----------work today.
- How -------------times have you been to England?
- How --------------time can I spend on this projects?
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Giving advice:
We use you’d better….to give strong advice, for example:
A I’ve received some faulty parts from one of our suppliers. What shall I do?
B you’d better not accept them. You’d better send them back.
Work with one or two colleagues. Take it in turns to give each other advice. Say you’d better
……….and you’d better not…………
1 there’s a mistake on this invoice e. what shall I do?
2 They want me to sign a contract but I don’t understand the small print. What shall I do?
3 I’ve received a bad reference for one of the candidates for the new sales job. What shall I
do?
4 I’m planning to go on holiday next week but four of my staff are off sick. What shall I do?
5 I have to give a presentation in five minutes and I can’t find my notes. What shall I do?
6 My English is not good enough to negotiate the deal and the translator hasn’t arrived. What
shall I do?
Pronunciation: contraction
1 we contract a lot of small words in spoken English.
We’ll need your help . we’ll=we will
There’s a lot of competition . there’s = there is
What words are contracted in these sentences? Write the words out in full.
 there aren’t many machines working today.
 It won’t be a problem.
 You’d better speak to your lawyer.
 I’d like to speak to the manager.
 I’ve done a lot of work today.
 He hasn’t got much money left.
 He’s finished the job.
 She’s waiting for you in Susan’s office.
2 what words can we contract in these sentences?
 he will call you when he has got the information.
 We have been very busy so I have not had much time today.
 I am not in the office next week but I would like to arrange a meeting with
you the week after.
 You had better not sign the contract until they have checked it.
 She does not know what it is like.
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IV BUSINESS TRAVEL
Objective To discuss changes to present arrangements

Tasks - to make travel enquiries
- to discuss arrangements
LANGUAGE WORK
Air travel
“ I have to ring my office” “ can I reserve a hotel room in

“ what’s the taxi fare to the city centre “ do they take travellers’ cheques Denver, Colorado?”
?” at the Duty Free ?” “ which gate are we boarding
“who won last night ball game ? ” “ where is the Gents?” from?”
“ what’s the code for Cleveland Ohio “ how long is the stopover ?” “ I have to catch the shuttle at 7”
?” “ will the flight leave on time ?” “ do I have to declare my
“ is it to early for the bar ? ” “am I in time ?” camera?”
“ I have to be in Alaska by 8 “ what star sign is the pilot?” “ what’s going on?”
tonight.” “ I can’t find a porter” “ can you cancel my hotel
“can I go through to the departure “ where are all the trolleys ?” reservation?”
lounge now?” “ can I leave my luggage here over “ I think that’s my plane taking
“ is there anybody here to met Mrs night?” off”.
Leroy ?” “ is this ticket out of date?” “ please, somebody”
“where can I get a bus into town ?”
“ I can’t find my boarding card” “ where do I check in?”
“ where can I rent a car?”
TWA HAVE THE ANSWERS.

We listened to travellers’ of young men and women at our the USA and your passport
questions at the airport and Heathrow and JFK terminals-all disappears or your
came up with an answer, in fact available to help with your colleague needs some
we came up with lots of answers problems. elastic in a hurry, speak to
– the TWA ‘White Coats’. So the next time you’re waiting the person in the white
‘White Coats’ are a team for one of our six daily flights to jacket with a red carnation
in the buttonhole.
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1 which airline is this advertisement for?

* What special service are they advertising?
2 Look at the left hand column in the advertisement. Match the replies below to the correct
problem.
 no, it opened ten minutes ago.
 No, but we’ve got a message for you.
 There’s n airport limousine downstairs .
 The Cincinnati Reds.
 Around £50.
 Certainly. Go ahead
 I’ll look up the best connection.
 00 1 216.
 When did you last have it?
 There’s a phone over there.
3 look at the centre column in the advertisement. Find words or phrases that mean:
 a person who flies planes
 a person who carries luggage
 a tax-free shop
 a short stay in a place between connecting flights.
 Baggage
 Things to carry baggage
 The men’s toilet
 At the correct time
 Not late
 Expired ( no longer useful or valid)
4 look at the right-hand column in the advertisement. Find verbs or phrases that mean
 getting on the plane
 to tell a custom officer about something you are carrying
 leaving the ground ( a plane)
 to book
 the opposite of to book
 the opposite of to miss
 to hire
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 to register for a flight
 happening
 help!
5 work with a partner . take it in turns to be travellers asking the questions and a “white coat”
answering them.
Rules and regulations:

1 Study the table below then use each verb once to complete the regulations.
Can possible
Can’t/cannot impossible
Must necessary or
Have to obligatory
Don’t have to not necessary
Mustn’t prohibited or forbidden
 passengers--------------make sure their luggage is clearly labelled.
 Passengers--------------take a small bag onto the plane with them.
 Passengers---------------carry dangerous articles such as compresses gases, weapons,
explosives, or fireworks.
 Passengers---------------check in 60 minutes before departure on international flights.
 Passengers ---------------- check in 60 minutes before departure on domestic flignts-30
minutes is sufficient.
 The airline --------------accept responsibility for delays due to bad weather.
2 notice the difference between mustn’t and don’t have to. Decide which to use in these
sentences.
 they transfer our baggage to the next plane. We-------------carry it.
 Passengers --------------use portable telephones because they interfere with the planes’
electronic equipment.
 Passengers-----------smoke when the plane is taking off or landing.
 You---------------take out travel insurance, but it’s a good idea.
 This meeting is very important. We ------------be late
 We’ve got plenty of time. You------------hurry.
 You---------return the car to the place you hired it. You can return it to another Hertz
garage.
 If you haven’t got an international licence, you ----------drive
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 You------------pay to drive on motorways in England.
 We can buy a ticket et the station. We -----------book in advance.
Future possibilities:
1 match these two halves of these sentences.
 if you keep the receipts,…. b- there no hovercraft flights.
 If I can’t get a flight home, …. c- We’ll refund your travel expenses.
 If it’s 11 a.m in London, … d- She won’t be able to change it.
 If they’ve caught the 2.30 from Paddington, e- How will you recognize him at the
…. airport?
 If you haven’t got anything to declare, … f- You’d better hurry up.
 If you’re travelling to Mozambique,… g- She’ll be on the next one.
 If the sea is rough,…. h- Go through the green door.
 If she bought a discount ticket, .. i- They’ll be here in half an hour j-
 If you’re travelling from London to new Put your watch back five hours k-
York, … It’s 8 .p.m in Tokyo
 If you have to be there by ten,… l- I’ll have to stay overnight.
 If you haven’t met before,…
 If she wasn’t on that flight,….
a- you must have a typhoid inoculation
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3 you are going on a very important business trip to negotiate a large contract with a new
supplier. What will you do if
 you miss your flight?
 You lose your luggage?
 Your supplier is ill?
 Your supplier can’t speak English?
 Your supplier invites you to lunch?
 Your supplier’s price is too high?
If I miss my flight , I’ll catch the next one or I’ll have to phone my supplier and explain.
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V- READING TEXTS
Objective Improving the reading ( pronunciation)
Tasks - Reading
- Punctuation
- Vocabulary
GLOBALISATION - SECTION 1
The following text is a summary of a series of articles published in The Economist, in the "School's
Brief" column, during the 3rd quarter of 1997.
Introduction
Advocates of globalisation essentially take the view that larger markets will lead to greater
specialisation, a deeper division of labour and hence a better allocation of resources. This in turn will
promote economies of scale, higher productivity and so faster economic growth.
The critics of globalisation stress that increased competition from the developing countries will lead to
job destruction and downward pressure on wages in the industrialised world, especially for low-skilled
or unskilled workers. They also state that financial markets erode the power of national governments to
control economic policy, and can cause havoc via speculative attacks.
Still, there are many signs that globalisation remains restricted. Comparisons of trade among Canadian
provinces or among American States indicate that domestic trade flows are still 20 times as great as
cross-border trade.
Labour, in particular, is not internationally mobile, due to language and cultural barriers, differences in
educational awards and professional qualifications etc.
Erecting barriers to trade or controlling capital flows is more difficult than in the past, especially given
electronic communications, and the digitisation of service-sector products. Indeed, today's globalisation
is being driven by telecommunications advances, eg: the cost of a 3-minute phone call between New
York and London has fallen from $300 (in 1996 dollars) in 1930 to $1 now.
Capital Markets
International capital flows have expanded dramatically. But, when measured in terms of current
account surpluses or deficits, or when judged in terms of the imbalance between savings and
investment, capital markets still appear to be remarkably closed. In the 1990s, for instance, only 10%
of domestic investment in the emerging countries has been financed from abroad.
Similarly, interest rate spreads across bond prices exceed discounted exchange rate movements,
suggesting that national markets retain national characteristics, while statistical analysis does not
indicate that stock market fluctuations are greater today than they were when capital moves were limited.
Yet, capital market openness does affect the power of fiscal and monetary policy. In a closed economy,
greater government spending and monetary expansion may increase output in the short term, but result
in higher interest rates and higher inflation in the long term. In an open economy, the impact of policies
depends on the exchange rate: with a fixed exchange rate fiscal policy is very effective and monetary
policy is muted; with floating exchange rates monetary policy is very effective and fiscal policy muted.
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That said, capital market mobility has limited government's choices in exchange rate policies. If
governments want to pursue exchange rate stability, then monetary policy must be geared to this. This
may lead to interest rate instability if investors move out of the currency.
Smaller countries, with less-sophisticated capital markets are also more vulnerable, as witnessed by
Mexico in 1994 and Thailand in 1997. Such problems have led some smaller countries, like Chile, to
maintain foreign exchange controls on short-term capital inflows.
Vocabulary :
- allocation of resources - répartition des ressources
- economies of scale - économies d'échelle
- low-skilled or unskilled labour - travail peu qualifié ou travail non qualifié
- cross-border trade - échanges trans-frontalières
- digitisation - numérisation
- current account surplus or deficit - excédant ou déficit du compte courant
- interest rate spreads - écarts des taux d'intérêt
- bond prices - prix des obligations
- fiscal policy, monetary policy - politique budgétaire, politique monétaire
- floating exchange rate - taux de change flottant
- foreign exchange controls - contrôles des changes
Comprehension questions
1) What are the main arguments for globalisation?
2) What are the main disadvantages of globalisation?
3) What indicates that national markets may still not be that open?
4) How do monetary and fiscal policies compare in floating exchange rate regimes?
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Migration
Many of history's biggest population movements occurred under duress: the slave trade to the Americas;
the "shipment" of between 10 and 40 million indentured workers ("coolies") from India and China
throughout the world; the movement of 7 million Muslims from India to Pakistan and 7 million Hindus
from Pakistan to India after the partition at independence.
Until 1914 there was very little hindrance to immigration, so that between the middle of the 19th
Century and World War I, something like 60 million people left Europe for the Americas (with 40
million moving to the United States). The inter-war period saw the implementation of controls, both in
immigration to America, and within Europe (as in Nazi Germany). After 1945, many European countries
encouraged immigration to ease labour shortages, but this policy came to an end in the 1970s, with the
rise of unemployment.
According to ILO figures, about 80 million people today live outside their country of birth, to which a
further 20 million refugees should be added. Each year, roughly1.5 million people emigrate
permanently, with the USA remaining the world's largest destination.
Labour markets therefore remain predominantly national, the main exception being the market for
certain types of high-skilled employees working for multi-national companies.
The direct impact of immigration and its impact on native populations is small, though difficult to
measure. There may be some downward pressure on wages, but at the same time immigrants may move
into jobs that native workers would not do. Once again, the impact on labour markets appears to be
greater for low-skilled or unskilled labour.
Trade
According to the theory of comparative advantage - set out by Ricardo - two countries have an interest
in trading if their production costs vary, even if one country has an absolute advantage in producing all
the goods available.
However, comparative advantage is often itself a product of history and not just natural resources or
labour skills. This leaves some scope for government intervention in the form of "strategic trade
policies", to promote specific sectors. The problem then becomes one of deciding which industries
should be promoted and how.
Freight
At the turn of the century, international trade was dominated by raw materials: in 1900, "crude materials
and "crude food" made up 41% of US exports by value and 45% of imports. Over time, trade has shifted
into goods whose weight is unrelated to their size, as technological advances (eg: composites, micro-
electronics etc) make goods lighter.
At the same time, the cost of shipping has fallen greatly. On the one hand, the use of containers and
multi-modal transport equipment and systems have substantially cut handling costs by dockers etc. On
the other hand, deregulation of transport industries, which began notably in the United States during the
1970s, has simulated stronger competition, helping to bring down prices.
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Vocabulary
duress, under duress - contrainte, sous contrainte
indentured worker - travailleur lié par contrat
hindrance - empêchement, entrave
implementation - mise en oeuvre
labour shortage - pénurie de main d'oeuvre
comparative advantage - avantage comparatif
raw material - matière première
handling costs - coûts de manutention
1) What has characterised history's largest population movements?
2) How can immigration before 1914 be described?
3) What characterises labour markets?
4) What contributes to comparative advantage?
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Leading multinationals
Few companies, including many of the world's biggest are truly global, as the average MNC still
produces more than two-thirds of its output in its home country.
Nevertheless, the most common explanation for MNCs' growth is provided by economies of scale,
although the example of the aerospace suggests the causality is not simple, as this industry is
dominated by one large US firm (Boeing) that produces domestically and a European consortium
(Airbus) with production units spread across the continent. Also, economies of scale do not just
involve actual production, but may equally include promotion and marketing, as demonstrated by
Coca-Cola.
Firms are also driven to being multinational via vertical integration, as they seek to secure supplies
on the one hand and product outlets on the other. Similarly, firms may be pushed to becoming
international, to follow their clients.
At the same time, the nature of FDI is evolving. To be sure, about three fifths of such investments
remain within the industrialised countries. But for the other two fifths, investment flows are
increasingly into manufacturing installations in developing countries, and less and less into extractive
or raw materials industries.
This has led to fears of jobs being "exported" to the developing countries. Here the evidence is mixed,
as investments abroad are frequently accompanied by greater exports from home countries.
Nevertheless, there is some evidence that the relocation of production hits certain industries in
particular (such as textiles and electronics) and affects low-skilled labour.
Conclusion
The rise of globalisation has partly been driven by market forces, with companies seeking to expand
their overseas business, and being helped by technological developments. At the same time,
governments have also acted to reinforce the workings of the market by pursuing domestic and
international liberalisation. To some extent, the movement has also taken on its own dynamics,
reducing the scope for government intervention in the economy.
However, the overall scale of the public sector in the industrialised countries has not changed
dramatically. Though there has been pressure on holding down government spending, there is little
evidence at the macroeconomic level to support the view that the "state has been rolled back" in the
rich countries. Thus, for example, while top income tax rates have be curbed, overall tax takes in the
industrialised economies have not come down significantly. This can partly be explained by the fact
that labour or rather tax-payers continue to be relatively immobile.
Nor, ultimately has globalisation radically altered the constraints of monetary and fiscal policy.
Greater capital mobility can actually give governments greater room for manoeuvre in conducting
fiscal policy as they can draw on overseas resources, though the markets obviously sanction abuse of
such borrowing. Similarly, monetary policy can still be used to regulate the domestic economy or the
exchange rate, although it cannot successfully by used to do both simultaneously.
Vocabulary
home country (host country) - pays d'origine (pays d'accueil)
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outlet (retail outlet) - sortie, débouché (point de vente)

relocation of production - délocalisation de la production
market forces - les lois du marché
scope - portée, étendue, domaine, envergure
income tax - impôt sur les revenus
to curb - maîtrise, feiner
tax-payer - contribuable
1) What is driving firms' search for global presence?
2) Where is most FDI concentrated?
3) How are governments encouraging globalisation?
4) What is the dilemma of monetary policy?
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BUSINESS GLOSSARY
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List of usual irregular verbs
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to awake awoke awoken (se) réveiller

to bear bore borne supporter
to beat beat beaten battre
to become became become devenir
to begin began begun commencer
to bend bent bent (se) courber
to bet bet bet parier
to bid bid bid offrir (un prix)
to bind bound bound lier, relier
to bite bit bitten mordre
to bleed bled bled saigner
to blow blew blown souffler
to break broke broken casser
to breed bred bred élever (du bétail)
to bring brought brought apporter
to build built built construire
to burn burnt burnt brûler
to burst burst burst éclater
to buy bought bought acheter
to cast cast cast jeter
to catch caught caught attraper
to choose chose chosen choisir
to cling clung clung s'accrocher
to come came come venir
to cost cost cost coûter
to creep crept crept ramper
to cut cut cut couper
to deal dealt dealt distribuer
to dig dug dug creuser
to do did done faire
to draw drew drawn dessiner
to dream dreamt dreamt rêver
to drink drank drunk boire
to drive drove driven conduire
to dwell dwelt dwelt habiter
to eat ate eaten manger
to fall fell fallen tomber
to feed fed fed nourrir
to feel felt felt sentir, éprouver
to fight fought fought combattre
to find found found trouver
to flee fled fled s'enfuir
to fling flung flung jeter violemment
to fly flew flown voler
to forbid forbade forbidden interdire
to forget forgot forgotten oublier
to forgive forgave forgiven pardonner
to freeze froze frozen geler
to get got got obtenir
to give gave given donner
to go went gone aller
to grind ground ground moudre
to grow grew grown grandir
to hang hung hung pendre, accrocher
to have had had avoir
to hear heard heard entendre
to hide hid hidden (se) cacher
to hit hit hit frapper, atteindre
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to hold held held tenir

to hurt hurt hurt blesser
to keep kept kept garder
to kneel knelt knelt s'agenouiller
to know knew known savoir, connaître
to lay laid laid poser à plat
to lead led led mener
to lean leant leant s'appuyer
to leap leapt leapt sauter
to learn learnt learnt apprendre
to leave left left laisser, quitter
to lend lent lent prêter
to let let let permettre, louer
to lie lay lain être étendu
to light lit lit allumer
to lose lost lost perdre
to make made made faire, fabriquer
to mean meant meant signifier
to meet met met (se) rencontrer
to pay paid paid payer
to put put put mettre
to quit quit quit cesser (de)
to read read read lire
to rid rid rid débarrasser
to ride rode ridden chevaucher
to ring rang rung sonner
to rise rose risen s'élever, se lever
to run ran run courir
to saw sawed sawn scier
to say said said dire
to see saw seen voir
to seek sought sought chercher
to sell sold sold vendre
to send sent sent envoyer
to set set set fixer
to sew sewed sewn coudre
to shake shook shaken secouer
to shear sheared shorn tondre (des moutons)
to shed shed shed verser (des larmes)
to shine shone shone briller
to shoe shod shod ferrer, chausser
to shoot shot shot tirer
to show showed shown montrer
to shrink shrank shrunk rétrécir
to shut shut shut fermer
to sing sang sung chanter
to sink sank sunk couler
to sit sat sat être assis
to sleep slept slept dormir
to slide slid slid glisser
to sling slung slung lancer (avec force)
to slink slunk slunk aller furtivement
to slit slit slit fendre, inciser
to smell smelt smelt sentir (odorat)
to sow sowed sown semer
to speak spoke spoken parler
to speed sped sped aller à toute vitesse
to spell spelt spelt épeler
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to spend spent spent dépenser

to spill spilt spilt renverser (un liquide)
to spit spat spat cracher
to split split split fendre
to spoil spoilt spoilt gâcher, gâter
to spread spread spread répandre
to spring sprang sprung jaillir, bondir
to stand stood stood être debout
to steal stole stolen voler, dérober
to stick stuck stuck coller
to sting stung stung piquer
to stink stank stunk puer
to stride strode stridden marcher à grands pas
to strike struck struck frapper
to string strung strung enfiler, tendre (une corde)
to strive strove striven s'efforcer
to swear swore sworn jurer
to sweep swept swept balayer
to swell swelled swollen enfler
to swim swam swum nager
to swing swung swung se balancer
to take took taken prendre
to teach taught taught enseigner
to tear tore torn déchirer
to tell told told dire, raconter
to think thought thought penser
to throw threw thrown jeter
to thrust thrust thrust enfoncer
to tread trod trodden fouler aux pieds
to understand understood understood comprendre
to wake woke woken (se) réveiller
to wear wore worn porter (des vêtements)
to weave wove woven tisser
to weep wept wept pleurer
to win won won gagner
to wind wound wound enrouler
to wring wrung wrung tordre
to write wrote written écrire
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BUSINESS GLOSSARY
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ENGLISH PART I

FORMATION ANGLAIS Part I

II MAKING ARRANGEMENTS ................................................................................................................ 51

III DESCRIBING TRENDS .......................................................................................................................... 58

IV BUSINESS TRAVEL ................................................................................................................................ 64

V- READING TEXTS .................................................................................................................................... 69

Objective to meet foreign, contacts and get to know them

Tasks: - to introduce yourself to other people

- Use the following expressions:

Do you know …? This is…

Good morning . My name is…… I have an appointment to see ….

BSCS DEUXMONT FRANCE

1- Here are some answers, but what are the questions:

2- complete the chart:

You arrive at It’s time to go Ask another

Objective To make contact and exchange information over the phone

2 Mrs Steiner Hello, Sales.

Fax exhibition dates

Send 200 pieces, ref no.

Can you…? Could you…? Would you….?

You’re on the phone. What do you say in these situations?

2. We can reply to request like this.

Could you... ? Yes. Certainly.

Practise these expressions with a colleague. Ask them to:

3. we use these phrases to ask if it’s ok to do things.

4. who makes these request: a customer ( C) or supplier ( S)?

NB: This section is very suitable for offshoring dies:

Michelle: Hello, marketing. How can I help?

Telephone: wrong number

Male: Hello, press office, can I help you?

Check your understanding

Dolores: Hello! Dolores speaking…

Tim: Okay. Can I book that, then?

Dolores: Can I help you with anything else?

I would be grateful if you could deliver them a soon as

Dear Mr Sloan, ** Yours sincerely, **

GEO ORT LTD

GEO ORT LTD

-------------send me a map showing how to get

BUSINESS LETTER WRITING

20th November 20..

26th November 20..

The business letter

Many thanks for your letter of April 24th.

A How many subsidiaries does Philips have?

Aussedat rey Group ( paper) ANA (airline)

ABB ( electrical engineering) Pirelli (tyres and cables)

HUMAN PRODUCTION MARKETING FINANCE

Wait call go build expand develop stay get spend

a. Philips are expanding their activities in China

SERVICE WITH A SMILE

BUSINESS PLAN FOR A SMALL BUSINESS PRESENTATION

Business Plan Suggested Outline

Title Page* Executive Summary* Table of Contents*

Size and dimension

mm max. load 1,160 kg

Objective To report on past actions

Company history LANGUAGE WORK

THE HISTORY OF THE NISSAN MOTOR COMPANY

Dear Mr Sloan, Yours sincerely,