English Reference Guide2

marcus evans linguarama
Language Training for Professionals
About this book

English Reference Guide 2 is designed for reference use after
a course, or for self-study. It is for people who have to use English
in their professional lives.
English Reference Guide 2 is at a higher level of language

than English Reference Guide 1.
The book is divided into four sections. Each section is divided
into short units.
Grammar
To help you understand and use English effectively.
Everyday communication
Using English in both social and business situations.
Business skills
The English you need to take part in presentations, meetings
and negotiations, and for letters and telephone calls.
Words at work
Common business vocabulary.
A separate booklet contains self-study exercises corresponding
with the Grammar and Everyday Communication units in
this book.
9 780906 256008
a35/25
www.linguarama.com
ISBN 978-0-906256-00-8
English Reference Guide 2
This book provides basic language to help you to communicate

in English both at work and in social situations.
English
Reference Guide 2
Learner Support Material
Grammar
Business skills
Words at work
linguarama
Linguarama Publications
www.linguarama.com
marcus evans linguarama information
English Reference Guide 2
marcus evans linguarama English Reference Guide 2

Grammar
Business Skills
Words at work
ISBN 0 906256 003

9780906256 00 8
Linguarama Publications
All rights reserved. No part of this publication may be reproduced, stored in a retrieval
system, or transmitted in any form or by any means, electronic, mechanical, photocopying,
recording or otherwise, without the prior written permission of the publishers.
Contents
Grammar
Verbs: Present, Past and Future
1.
Present Simple
2.
Present Continuous
3.
Past Simple
4.
Past Continuous
5.
Used to and Would
6.
Present Perfect Simple
7.
Present Perfect Continuous
8.
Past Perfect Simple
9.
Going to
10.
Will
(I work)
(I am working)
(I worked)
(I was working)
(I have worked)
(I have been working)
(I had worked)
2
7
12
16
19
22
28
32
36
38
Verbs: Passive
11.
Passive
45
Verbs: Conditionals
12.
Conditionals (If): Introduction
13.
Conditional 0
14.
Conditional 1
15.
Conditional 2
16.
Conditional 3
48
51
52
53
56
Verbs: Infinitive and Gerund

17.
Infinitive
18.
Gerund (...ing)
57
63
CONTENTS
([To] work)
(Working)
III
Modal Verbs
19.
Introduction
20.
Will and Would
21.
Can and Could
22.
May and Might
23.
Must and Have to
24.
Neednt and Mustnt
25.
Shall and Should
26.
Ought to
IV
67
71
74
78
81
85
90
93
Adjectives and Adverbs

27.
28.
Frequency Adverbs
29.
Comparatives and Superlatives
95
101
103
Clauses
30.
Reported Speech
31.
Time Clauses
32.
Relative Clauses
107
113
117
Prepositions
33.
Introduction
34.
Verbs + Prepositions
35.
Nouns + Prepositions
36.
Prepositions + Nouns
121
123
129
133
Nouns
37.
Countable and Uncountable Nouns
138
Determiners
38.
Articles (a/an/the)
39.
Some and Any
40.
Quantity (How Much?)
41.
Both, Neither, Either
42.
Each and Every
142
145
148
153
157
Easily Confused Words

43.
Make or Do?
44.
Rise or Raise?
45.
When or If?
46.
So or Such?
159
161
163
165
CONTENTS
General Information
47.
British and American Grammar Differences
167
Everyday Communication
48.
49.
50.
51.
52.
53.
54.
55.
56.
57.
58.
59.
60.
61.
Greetings and Farewells

Introductions
Socialising: Polite Phrases
Socialising: Asking Other People
Reacting
Comparing and Contrasting
Connecting Ideas
Describing Trends
Expressing Certainty, Probability and Possibility
Forecasting
Generalising
Persuading and Recommending
Sequencing
Help! (What to Say if You Have Problems)
170
174
178
186
189
193
195
199
205
207
208
209
211
213
Business Skills
Telephoning
62.
Introduction
63.
Getting Through
64.
Problems Getting Through
215
216
224
Presentations
65.
Structure
66.
Getting Started
67.
The Main Part
68.
The Final Part
69.
Dealing With Questions
228
229
233
239
242
Meetings
70.
Structure
71.
Chairing a Meeting
72.
Controlling the Meeting
73.
Participating in a Meeting
74.
The End of the Meeting
245
246
250
255
262
CONTENTS
Negotiations
75.
Structure
76.
Getting Started
77.
The Discussion Phase
78.
Proposing and Bargaining
79.
The Final Part
264
265
271
277
282
Writing
80.
Letter and E-mail Writing
81.
Report Writing
286
292
Words at Work
82.
83.
84.
85.
86.
87.
88.
89.
Introduction
Companies
Production
Sales
Marketing
Advertising
Finance
Personnel (Human Resources)
299
301
304
308
310
313
316
323
Reference
90.
91.
92.
93.
94.
95.
Index
VI
Verbs: Forms
Modal Verbs
Comparatives/Superlatives
Countable/Uncountable Nouns and Articles
Some/Any
Quantity: How much?
328
339
344
346
347
348
350
CONTENTS
Introduction
About this book

English 2: a Linguarama Reference Guide is designed for use after a
course, or for self-study. It will help you to consolidate, revise, and practise
the English that you have learnt. English 2 is at a higher level than English 1.
The book is divided into five sections:
Grammar
Each unit deals with an important aspect of grammar which is illustrated
by examples and clear explanations of its use.
Everyday Communication
This section gives examples of useful everyday language that can be used in
social and business situations and also points out which phrases are formal
and which are informal.
Business Skills
In this section, you can find useful language for business activities such as
telephoning, letter and report writing, making presentations and taking part
in meetings and negotiations.
Words at Work
Useful items of business vocabulary are included in this section. British and
American differences have been highlighted.
Reference
This section indicates the form of key grammatical structures.
There is a separate work book containing self-study exercises corresponding
to the units in this book.
INTRODUCTION
VII
How can you use this book?

For reference
The Linguarama Reference Guide can be used simply as a reference book
with which you can remind yourself of a useful piece of language for a
particular purpose.
You may, for example, be writing something in English and feel unsure about
a certain grammar point. You can look this up in the contents list or index and
then look at the example sentences in the unit. Or, you may be preparing to
make a presentation and wish to check some of the phrases you need to use
when referring to visual information. There is a helpful list in the book.
When you are about to make a telephone call, look at the relevant section:
leaving messages in case the person you are calling is not in the office, for
example, may be just the language you need to remind yourself of.
For self-study
Decide which piece of language you wish to revise. For example, do you find
the use of the Present Perfect tense difficult? Before opening the book, note
down the ways in which you think it is used and write some example
sentences. After that, look at the unit in the book to check your
understanding. Read the examples in the unit and look carefully at any notes
or possible problem areas.
Checklist
Keep a checklist of the mistakes you make frequently and the correct version.
This will help you to be aware of which aspects of language you need to
revise.
VIII
INTRODUCTION
Symbols used in this book
This indicates common problems and important points.
23
This refers the reader to another chapter or chapters with relevant
information.
Flags show the differences between:
British
and
American usage.
In the reference section:
indicates the positive (affirmative) form of verbs.
indicates the negative form of verbs.
indicates the question form of verbs.
INTRODUCTION
IX
Grammar
Present Simple
(I work)
Routines
To achieve quality control, staff meet regularly and review all the work
in their department. The sales managers have frequent meetings with
customers and discuss any problems. We set targets for improving our
quality standards.
Other examples
I sometimes listen to my car radio on the way to work.
The Personnel Manager carries out staff appraisals once a year.
We usually hold our meetings at Head Office in London.
We hardly ever have conferences in Paris these days.
I always play tennis with a friend on Sundays.
I dont often have time to read the newspaper. Im too busy.
John doesnt usually attend the sales meetings.
How often do you visit the warehouse?
Does your company publish a quarterly report?
Note
Adverbs of frequency (always, often, sometimes, never, usually, etc.) are often used
with the Present Simple.
28
See Frequency Adverbs (Unit 28).
GRAMMAR
HOW OFTEN?
They meet...
every
once a
day
twice a
week
They report to the director...
three times a
month
once a
day
week
month
quarter
year
every other
year
=
=
=
=
=
daily
weekly
monthly
quarterly
yearly/annually
General facts/truths
The Kamatsu Company produces a wide range of computer hardware. It
has plants in fifteen countries round the world. Its main markets are in
the Far East but it also sells in Europe and the United States.
Other examples
Klaus Stein lives near Frankfurt and works for one of the major German
banks in the city.
My company operates in over twenty countries around the world.
Water boils at 100 degrees centigrade.
I dont deal with routine enquiries. My assistant deals with those.
Jane doesnt work in the London office any more. She has moved to
Birmingham.
How many people does your company employ?
VERBS: PRESENT, PAST AND FUTURE
Measurement
We use the Present Simple to talk about measurement.
The parcel weighs one kilo.
How much does this cost, please?
The room measures six metres by four and a half metres.
The car costs a thousand dollars to produce.
The film lasts one hour.
measure
MEASUREMENT
weigh
cost
last
Opinions, perceptions and states

Our contractors dont like our proposals for completing the work more
quickly. They say we dont understand their problems. They seem to
think its unnecessary to change the plans. They doubt whether the work
will be finished before the end of next month.
Other examples
Could you phone Mr. Browns assistant about the meeting next week? I
forget her name, but you know who I mean.
Heinrich wants to buy a sports car.
I hate walking when theres snow on the ground.
We have several different ideas for a new product but we havent decided yet
which is best. It depends on the results of the market research.
Do you remember Marys telephone number?
What do you think of the new five-year plan?
Who does this coat belong to?
GRAMMAR
STATIVE VERBS
Some verbs (opinions, perceptions and states) are normally used
in the Present Simple tense (and not in the Present Continuous).
We call these verbs (that express states or perceptions, not actions),
Stative Verbs.
Stative Verbs
Opinions
Knowledge
& Perception
Other
States
dislike
hate
like
love
prefer
think
believe
doubt
forget
hope
know
remember
seem
suppose
understand
belong
contain
depend
hear
mean
need
own
require
see
want
Think and See

Think: When it expresses an opinion, think is only used in the
Simple form:
I think its a good idea.
When it means consider something before making a
decision, it can be used in the Continuous form:
Im thinking of going to Greece for my holiday.
See:
See is normally only used in the Simple form:

I see what you mean.
However, when it means meet, it can be used in the
Continuous form:
Hes seeing his brother on Saturday.
Typical Errors
Correct
I am not remembering his name.
I dont remember his name.
Peter Spencer is owning most of

the shares in the company. The
rest are belonging to members of
his family.
Peter Spencer owns most of the

shares in the company. The rest
belong to members of his family.
I am believing that you are right.
I believe that you are right.
Future schedules
The train leaves at ten and arrives at twelve.
The meeting begins at one oclock.
SALES MEETING
BIRMINGHAM
JANUARY 8
Other examples
What time does the train leave?
What time does the meeting begin?
10.00
Train departs
Euston Station
12.00
Arrive Birmingham
13.00
Meeting starts
18.00
Leave Birmingham
We dont leave until six oclock.

The film ends at ten thirty.
The game starts at two oclock.
We arrive in Edinburgh at eleven and then visit the castle.
GRAMMAR
Present Continuous
(I am working)
Something happening at the time of speaking

Hello, Peter. What are you doing?
Im looking at the report on the new stock control system. Its taking
longer than I expected. Its very badly written.
Now
Past
Future
TIME
What are you doing?

I'm looking at the report.
Other examples
Can I see you in my office, Jackie?
Yes. Ill be with you in a minute. Im just faxing this letter to the Managing
Director.
Who is Paul talking to?
Thats the new accounts clerk.
Im not making much progress with this spreadsheet. Can you help me?
Whats wrong with these fax machines? This one isnt working. The ones
downstairs arent working either. Is anyone doing anything about it?
Something happening around the time of speaking

Heinz isnt doing any work on the research project this week. Hes
attending the sales conference.
Now
Past
Future
TIME
This week
Hes attending the
sales conference.
Other examples
They are installing some new machinery in the factory this month.
The marketing department are preparing a new version of the company
brochure.
My daughters learning to drive.
George is helping to set up the new branch in Scotland.
Are you still working on that project, Tom?
Yes, I am. (He may not be doing this exactly at the time of speaking.)
Changing situations
The company is making a loss because costs are rising and sales are
falling.
Other examples
Unemployment figures are rising rapidly.
Marios English is improving all the time.
The company is growing fast.
The world climate is changing. The polar ice cap is shrinking.
GRAMMAR
Future arrangements
The Sales Manager is flying to Rome on Monday. Johns picking him up
at the airport at 11.00 and hes meeting Mr Ferrero at 2.00.
March
Sunday 1
March
Thursday 5
London - Meeting
Monday 2
Friday 6
Rome: arrive 11.00

Mr Ferrero 14.00
Tuesday 3
Saturday 7
Press Conference 10.30

Shareholders' Meeting 15.00
Wednesday 4
Football 15.00
Notes
Production Meeting 10.30

Lunch with supplier 13.00
Other examples
Were holding a press conference on Tuesday morning, and then were
having a meeting of the shareholders in the afternoon.
Ill be in the office on Thursday. Were not having a meeting in London after
all. It has been postponed.
Are you seeing the Production Manager this week?
Yes, Im meeting him on Wednesday morning, and afterwards were
having lunch with the new supplier.
Are you coming to the barbecue on Saturday?
No, Im afraid I cant. Im taking my children to a football match.
Present Simple or Present Continuous?

Where do you live, Mary?
Well, I normally live and work in London but as Im helping out in one
of our branches at the moment, Im staying with friends in the country.
Do you often do that? Move around from branch to branch?
Not very often.
Contrasting examples
PRESENT SIMPLE
ABL is a company which
The company
is growing
produces software.
rapidly at present.
PRESENT CONTINUOUS
10
PRESENT SIMPLE
PRESENT CONTINUOUS
Normal activity
(generally, usually, always)
Temporary activity
(now, at the moment)
He works for Fiat in Milan.
Hes having a holiday in the

UK at the moment.
They check the stock once a

month.
They are checking the stock at

the moment.
She doesnt normally work in

the sales office. She works in
accounts.
Shes working in the sales

office at present.
Most children learn a foreign

language at school.
Hes learning French.
I usually write the monthly

reports.
Im not working on the report

at the moment.
GRAMMAR
Typical Errors
Correct
I am living in Britain.
I live in Britain.
I work on this report at the

moment.
I am working on this report at

the moment.
Emphasizing very frequent action

Hes always phoning me at midnight.
Other examples
English people are always apologising.
This train is always running late.
Always is normally used with the Present Simple:

I always play football on Saturdays.
He always gives his assistant a present at Christmas.
When the Present Continuous is used for very frequent actions, it suggests that the
speaker is rather angry or finds the situation strange.
Hes always forgetting to lock the door when he leaves. (This annoys me.)
My car is always breaking down. (This annoys me.)
Shes always eating chocolate bars. (I find this strange.)
11
Past Simple
(I worked)
A past activity or situation

Sedco announced record profits last week. Sales were up by twenty-five
per cent. Turnover rose to fifty million. The company increased its share
of the market by three per cent.
SEDCO
SALES TURNOVER
m
SEDCO
MARKET SHARE
18%
50
40
Last year
21%
Last
year
This
year
This year
Regular verbs
I didnt send the report out yesterday because I wanted to make some
changes to it.
Last year, the company developed a new product which was highly
successful.
I discussed the plans with Peter last week as I wanted his comments.
When did you decide to appoint a new assistant?
When did you start your present job?
I joined the company in 2000 when I graduated from university.
12
GRAMMAR
Irregular verbs
I saw Jim yesterday. He told me hed be late for the meeting tomorrow.
The negotiations began last month but they broke down after only a few
days.
Did Geoff bring my book back yesterday? I lent it to him ages ago and its
time he brought it back.
When you saw Bill, did you tell him about that memo from Head Office?
I thought I should check the letter before it went out. I didnt know whether
John had checked it. I was right, I came across a few mistakes.
Note
Most regular verbs end in -d or -ed in the Past Simple. Irregular verbs do not.
Useful time phrases with the past

I knew him when I worked in Sweden ten years ago.
Other examples
The previous meeting was held in Barcelona last month.
We got married when we lived in Hong Kong.
I havent seen him since the Paris conference and that was ages ago.
Dr. Jorgensen joined the company in 1990.
yesterday
last Monday
ages ago
a long time ago
when (I was in London)
I met him
in 2000
last week/month/year
six years ago
13
Polite requests
I wondered if you could help me with this translation.
Other examples
I wanted to ask you a question.
I wanted to ask you a favour.
I wondered if you could give me some advice about which computer to buy.
We can also use the Present Simple in requests:

I wonder if you can help me? (= request)
The use of the Past Simple in these requests makes them very polite. (We are not
talking about past time!)
I wondered if you could help me? (= very polite request)
Expressing wishes
I wish I had a bigger car.
Other examples
I wish we had more time to plan this project.
Jack wished he was a better rugby player.
Note
Although we often use the Past Simple for wishes, we are not talking about past time.
The meaning is I would like..., e.g. I would like to have more free time.
We can also say:
I wish I had more free time.
WISH
14
PAST SIMPLE
GRAMMAR
Referring to the future (its time...)

Its time the children were in bed.
Other examples
Its high time we started the meeting.
Its eleven oclock already. Its time we went home.
Note
The Past Simple can be used with its time to talk about the future. Its time we
went home means Its time to go home. Its high time makes it stronger,
more urgent.
15
Past Continuous
(I was working)
At a particular time in the past

Id like to talk about the departments achievements over the past year.
At this time last year, we were wondering whether the department
would be closed down. Fortunately, this did not happen.
This time
last year
Now
Last year
This year
Next year
TIME
At this time last year, we were

wondering whether the
department would be closed down.
Other examples
What were you doing yesterday morning? I tried to ring you several times.
Did you go to the Milan conference last week, Jim?
No, I didnt, unfortunately. I was busy preparing for an important
presentation.
The company moved its headquarters to Zrich in 1990. Was John working
in the department at that time?
No, he was finishing his engineering course at university.
16
GRAMMAR
With the Past Simple

Heinz was working for Mercedes Benz when the company merged with
Daimler.
Now
Merger
Future
Past
TIME
Heinz was working for

Mercedes Benz when
the companies merged.
Other examples
I met my wife when I was working in Milan.
Johns car broke down when he was driving to London.
We were thinking of moving to a bigger house when my husband lost his
job.
Were you speeding when the accident happened?
No, I wasnt. I was only doing thirty.
Note
We use the Past Simple for the shorter action which interrupts the longer action
(Past Continuous).
PAST CONTINUOUS
Adam
was walking
home when it
started
to rain.
PAST SIMPLE
The Past Continuous is often used with when.
17
Continuous actions happening at the same time

We had a lot of enquiries in response to the advertisement for the job
vacancy. My assistant was answering calls all last week while I was
interviewing candidates.
My assistant was
answering calls
Last week
Now
This week
TIME
I was interviewing
candidates.
Other examples
You and James were both very busy yesterday. What were you doing?
James was organising deliveries from the warehouse while I was out
visiting some clients.
While I was finishing the training course, I was also looking for a job.
I was negotiating a new contract in Paris while my boss was attending a
meeting in Madrid.
Note
While = at the same time
18
GRAMMAR
Used to and Would
Used to
He used to work for Deutsche Bank. Hes with Commerzbank now.
Other examples
I used to play a lot of tennis when I was younger, but I dont have so much
time now.
Ian used to live in London but he moved to Brussels last year.
We used to have a subsidiary in France but we sold it five years ago.
The company didnt use to manufacture this type of product, but the
demand was there so we decided to meet it.
Didnt Paul use to smoke?
Im sure Ive met you somewhere before. Did you use to attend the sales
meetings in Italy?
Note
Used to is for situations or states that happened regularly in the past but which no
longer happen:
USED TO
I used to
smoke but now I dont.

INFINITIVE
19
Do not confuse I used to with I am used to + ...ing.

I have been living in England for five years now and I am used to eating
English food.
(I am accustomed to eating English food. I dont think it is strange because I have
been doing it for a long time.)
Would
She worked very hard when she was in Germany. She would stay in the
office until eight oclock every evening.
Other examples
The Sales Manager used to have a meeting every week and would get very
angry if anyone was late.
When we were on holiday, we used to get up early and wed play tennis for
two hours before breakfast.
Would cannot be used to show changes between the past and the present.
Typical Error
I would work for Esso (but now
I dont).
20
Correct
I used to work for Esso (but now
I dont).
GRAMMAR
Be careful with word order when a sentence includes an adverb of frequency, (e.g.
always, usually, often, sometimes, never).
WOULD / USED TO
He
INFINITIVE
would / used to tell us when he was coming.
WOULD
ADVERB
INFINITIVE
He would never tell us when he was coming.

ADVERB
USED TO
INFINITIVE
He never used to tell us when he was coming.
USED TO OR WOULD?
Both used to and would are for past habits and repeated past actions:
When we were younger, we used to/would cycle to work.
Used to is also for states as well as actions:
I used to have a Volvo but I changed it for a Saab.
Oliver Palmer used to be the Managing Director.
USED TO OR WOULD?
Past habits repeated
States
Used to or Would
Used to is more common
Used to
21
Present Perfect Simple

(I have worked)
Situations which started in the past and continue to the present

The company has manufactured components for the motor industry for
the last twenty years. Since 2004, they have sold their products through
wholesalers in the United States.
Now
Future
Past
TIME
20 years
The company has manufactured
components for the last twenty years.
Other examples
In recent years, more companies of this type have entered the market.
Kenneth Swan has worked as Product Manager for the last ten years.
We have designed software since 1985.
I havent seen George Adams for a long time. Have you had any contact
with him recently?
How long have you been in charge here?
22
GRAMMAR
FOR OR SINCE?
For
a period of time
He has lived in Budapest for fifteen years.

Ive thought about this problem for a long time.
three months
ages
two days
FOR
four years
Since
a week
an hour
a long time
a specific time in the past
He has lived in Budapest since 2002.

Janes been in the office since 8 oclock this morning.
Christmas
last week
Monday
SINCE
the day before

yesterday
Typical Error
I have worked for this
company since four years.
2003
9 o'clock
Correct
I have worked for this
company for four years.
23
Already, just, recently, yet, so far, up to now

These words and phrases are often used with the Present Perfect:
Have you read the minutes of the meeting yet
Yes. Ive already passed them on to Simon.

Good. I havent seen him recently . Has he only just come back
from his holiday?
Yes, he has.
There are ten candidates on the short list. Ive interviewed four
people so far .
Weve sold about fty books up to now .
Changed situations
The company has achieved a substantial increase in profits in the last six
months. It has also increased its market share by five per cent.
Other examples
Unemployment has risen by two per cent in the last year.
Since the end of the last financial year, the number of staff has dropped
from six thousand to approximately five and a half thousand workers.
Situations with a present effect

Our suppliers have increased their prices.
(This means our costs will be higher.)
24
GRAMMAR
Other examples
I cant see you this week. I have arranged to visit our sales office in Paris.
Susans just phoned to say she has missed her train. (Shell be late for the
meeting.)
Ive lost my keys. (I cant get into the house.)
There has been an accident on the motorway. (Thats why there is a long
queue of traffic.)
Ive finished the report. (Here it is.)
When/as soon as/after/until

Would you come to my office after you have had your lunch, please?
Now
Have
lunch
Come to
my office
Future
Past
TIME
Would you come to my office after you

have had your lunch, please?
Other examples
Ill join you for coffee as soon as I have finished what Im doing.
Ill talk to you again when Ive seen Mrs. Symes about your ideas.
Im waiting for a fax from Frankfurt. I dont want to leave the office until it
has arrived.
Would you come and see me after you have spoken to him?
Note
When the Present Perfect is used with when, as soon as, after and until, it
has a future meaning.
Shell return to work as soon as she has recovered from her illness. (She
hasnt recovered yet; she will recover in the future.)
25
Present Perfect or Past Simple?

Good morning, Jim. I see youve changed your car. When did you get
this one?
Yesterday. The other one was over five years old and I decided to buy a
new one.
Other examples
Present Perfect
Past Simple
Have you had a meeting

with the new recruits yet?
Yes, I saw them last Wednesday.

What did you think of them?
I was quite impressed. They seemed
very bright and enthusiastic.
Have you ever been

to the United States?
Yes, I have.
I went to Maine on holiday last year.
Did you stay in one place or travel

around?
We hired a car and managed to see
quite a lot. We went in October; the
autumn colours were wonderful.
26
GRAMMAR
Typical Errors
Correct
I have been to London last week.
I went to London last week.
I have seen him yesterday.
I saw him yesterday.
Note
The Present Perfect always has a connection with present time and is never used to
say when something happened in the past.
PRESENT PERFECT
Have
you ever
been
to London?
Yes I
have .
(At any time in your life up to the present.)

The Past Simple is used for situations that happened at a specific time in the past.
PAST SIMPLE
When
did
you
go
to London?
went two years ago.
27
Present Perfect Continuous

(I have been working)
Saying how long something has been happening

Ive been living in Amsterdam for about six years. At first, I worked for
Elsevier, but for the past two years, Ive been working for Unilever.
Now
Past
Future
TIME
about 6 years
Ive been living in
Amsterdam for about
six years.
Other examples
In the past few months, weve been reviewing our information systems.
Jims been advising the Johnson Corporation since 1991.
Weve been discussing this question for a long time but we havent reached
any conclusions yet.
Ive been waiting for a call from Head Office all day and it still hasnt come
through.
28
GRAMMAR
Weve been buying machine parts from your company for about seven
years.
Ive been trying to get through to Mr. Smith ever since I arrived in the office,
but his phone is always engaged.
Helens been doing that job for ten years.
6
For and Since: See Present Perfect Simple (Unit 6).
A continuous action which has recently stopped

Im sorry Im late. My train was delayed. Have you been waiting long?
Other examples
They have just been testing the new machine. Its in good working order.
Jane and Bob are back from their holiday. Theyve been travelling around
Italy.
Continuous actions with a present effect

You look very tired. Have you been working too hard?
Other examples
Its been snowing. (The gardens all white.)
What have you been doing? Your hands are covered in oil.
Ive been trying to repair the car.
I havent been learning English for long so I cant understand very much
yet.
29
Present Perfect Continuous or Simple?

Martin has been writing his report for five days now. What about you?
Ive written mine. I finished it last night.
Contrasting examples
Shes been learning English for two years.
She has learned a lot and now shes fluent.
Theyve been working on a prototype for a new product but they are having
some problems with it.
Theyve finished the prototype. It was tested last week.
PRESENT PERFECT
CONTINUOUS
PRESENT PERFECT
SIMPLE
We are interested in the action, not

whether it has been finished or not:
Here the action has been finished:
Ive been writing the report since

10 oclock.
The company has been
developing a new engine.
Ive written the report.

The company has developed a
new engine.
To say how long something has

been happening:
To say how many things we have

completed:
My sons been travelling around

Africa for six months.
He has visited seven countries so

far.
Some verbs (Stative Verbs) can only be used in the Simple, for example, know,
understand, realise etc.
30
GRAMMAR
Typical Error
I have been knowing her for a
very long time.
Correct
I have known her for a very long
time.
1
See Present Simple (Unit 1) for other examples of verbs not used in the
Continuous (Stative Verbs).
31
Past Perfect Simple

(I had worked)
Sequence of past events

The meeting had already started when I got there just after nine oclock.
The meeting
started
I got there
12
12
3
9
6
Now
TIME
The meeting had already

started when I got there.
Other examples
By the time I arrived, Michael had left the office.
My wife had eaten dinner before I got home.
Jessica apologised because she had forgotten to bring an important file
with her.
I didnt go to the cinema with my brother last night because I had already
seen the film.
They had never been to Berlin before so they bought a map of the city.
It was obvious that he had not read the report before the meeting.
Hadnt they told you about their plans before you went to the meeting
with them?
32
GRAMMAR
PAST SIMPLE OR PAST PERFECT?

Past Simple
Past Perfect
When we talk about an event

that happened in the past,
we use the Past Simple.
We use the Past Perfect to

talk about something that
had happened before then.
I started my present job

in 2008.
When I started my present job

in 2008, I had already had ten
years experience in sales.
I met Jane yesterday.
I met Jane yesterday. I hadnt

seen her for a long time as she
had been away on holiday.
The train
left
Bob
arrived
17 : 45
17 : 50
Now
TIME
By the time Bob arrived

at the station, the train
had already left.
33
As soon as, after, until, before, when

The Sales Director left for Paris as soon as he had finished the
presentation.
Other examples
18 : 00
The meeting ended
18 : 01
I left the office
I left the office as soon as the meeting had ended.

13 : 00
We had lunch
13 : 30
Christina went out
Im sorry Christina isnt here. She went out after wed had lunch.
17 : 30
He left the factory
17 : 45
I phoned
David had already left the factory when I phoned.

Monday
I discussed the report with my
boss
Tuesday
I sent out the report
I decided not to send out the report until I had discussed it with my boss.
The week before last

They made a decision about the
launch date
Last week
The meeting was held
They had already made a decision about the launch date for the campaign
before the meeting was held to discuss it with the sales team.
34
GRAMMAR
Had is sometimes shortened to d (Id, hed, shed, wed, youd, theyd), especially
in spoken English.
Id forgotten all about it until you reminded me.
By the time he went to live in Dijon, hed already learned to speak French.
Id, hed, etc. followed by a verb in the infinitive means I would he would, etc.
Id like some coffee, please.
35
Going to
Intentions and plans

In order to attract new customers, were going to widen our product
range.
Other examples
Im going to telephone him as soon as I have more details.
Were going to hold a planning meeting on Friday next week.
The company is going to open a new branch in Scandinavia.
Im not going to order the new computer until after my holiday.
What are you going to do about the problem?
Are they going to invest in Samuelsons?
Predicting future events from present evidence

Hanson plc have shown a great deal of interest in the company. I think
theyre going to make a takeover bid.
Other examples
Its very humid today. I think its going to thunder.
Economic conditions are getting worse. Its going to be a difficult year for the
company.
36
GRAMMAR
Pierre has just phoned from Paris. Hes missed his flight, so hes not going to
be here until late afternoon.
Do you think that the Euro is going to weaken against the dollar?
GOING TO
Janes
going to
meet
the client tomorrow.
INFINITIVE
1
2
10
See also Present Simple (Unit 1), Present Continuous (Unit 2), and Will (Unit 10).
37
10
Will
Predicting future events

What time do you expect our French visitors to arrive?
I think theyll be here by about twelve. Well have lunch as soon as
they arrive.
Other examples
The Marketing Manager thinks the new brochure will be ready by the end of
the year.
Do you think Patricks idea will work?
I hope it will. I expect hell give us more information about it at next weeks
meeting.
If current trends continue, I think therell be a fall in interest rates.
I expect that James Beal will sell his shares in the company if he can find a
buyer.
Hell lose his job if hes not careful.
The report wont be finished until the end of next week.
Think, hope and expect

Will is often used after think, hope, and expect when predicting
future events:
Harry hopes the Board will agree to his proposal.
I dont think it will rain tomorrow.
We expect that the the Chairman will want to call a meeting within
the next few weeks.
38
GRAMMAR
Spontaneous (unplanned) decisions

(On the telephone)
Hi, Mike. Its Joanna. Is your report ready yet?
Yes. Ill send you a copy, but remember its confidential.
Fine. I wont show it to the others.
Other examples
I wont finish this job tonight. Its too late now. Ill finish it tomorrow.
Ive got to leave now, but I havent spoken to Mary yet about the changes
were planning.
Dont worry. Ill talk to her this afternoon.
Thanks.
Its terribly hot in here.
Ill open the window.
Which of you wants to give the presentation?
Ill do it.
Note
Will is not used for planned or arranged actions. (We use Going to or the Present
Continuous.)
Typical Error
I cant have lunch with you
tomorrow because I will go to the
planning meeting.
Correct
I cant have lunch with you
tomorrow because Im going to
the planning meeting.
2
9
For future arrangements and plans, see Present Continuous (Unit 2) and
Going to (Unit 9).
39
Expressing degrees of certainty

You will certainly be the first person to be told when we receive
the information.
Other examples
Were going to Scotland this weekend. Well probably go by car but we
havent decided yet.
There will possibly be some redundancies in the company if the recession
continues.
We certainly wont be taking on any new staff until next year.
Philippe Lacroix will almost certainly be the next Chairman of the company.
100%
Yes
certainly/definitely
almost certainly
probably
possibly
possibly
not
probably not
almost
certainly not
No
100%
certainly not/
definitely not
20
See also Modal Verbs Will and Would (Unit 20).
40
GRAMMAR
Will be ...ing (Future Continuous)

Im going on holiday. This time next week, Ill be swimming in the
Indian Ocean.
Now
This time
next week
This week
Next week
TIME
This time next week,

Ill be swimming in
the Indian Ocean.
Other examples
Ill be seeing Tom at the meeting this afternoon, so Ill give him the message.
What time will the Finnish visitors be arriving tomorrow?
At about eleven, I think.
Id like to use your computer. Will you be using it after lunch?
No, I wont. You can use it then.
Continuous forms
Past
Present
Future
I was preparing
my presentation
yesterday.
Im preparing my
presentation at the
moment.
Ill be preparing
my presentation
tomorrow.
41
Will have done (Future Perfect)

Ill have finished my report by Thursday.
Now
Thursday
TIME
Latest time
for finish
Ill have finished my report by Thursday.
Other examples
Next year, my wife and I will have been married for twenty-five years.
Come to the office at two oclock. Well have finished lunch by then.
Perfect forms
42
Past
Present
Future
David had worked

for the company for
fifteen years when he
was promoted to the
board five years ago.
David has worked

for this company for
twenty years.
In five years time,

David will have
worked for this
company for
twenty-five years.
GRAMMAR
FUTURE CONTINUOUS
FUTURE PERFECT
Talking about plans:
Saying that something will be

completed by a certain time in the
future:
What will you be doing

tomorrow afternoon?
Ill be playing golf.
Next year, Ill have been an

engineer for ten years.
43
TALKING ABOUT FUTURE TIME

There are several ways of referring to future time in English. These are the
most common forms:
Going to
Present
Continuous
Will
10
Present
Simple
Plans/
Intentions
Arranged
future
Predictions
Future
schedules
Im going to
phone John
and tell him
the news.
Im flying to
Paris at 8.00
tomorrow.
I think this
product will
be very
successful.
The meeting
starts at 9.30.
Evidence
Look at the
way shes
driving!
Shes going
to have an
accident.
Spontaneous
decisions
(unplanned)
Ill help you
carry that.
Expressing
certainty
We will
definitely
have a
meeting next
week.
Typical Errors
44
Correct
What will you do tonight?
What are you going to do tonight?/

What are you doing tonight?
I will play tennis with my brother

on Saturday.
Im going to play tennis with my

brother on Saturday./Im playing
tennis with my brother on Saturday.
GRAMMAR
11
Passive
Use of the Passive

The house was built in 1980.
Other examples
Active
Passive
James Austin established the

company ten years ago.
The company was established

ten years ago by James Austin.
Someone has stolen my car.
My car has been stolen.
They have just opened the new

warehouse.
The new warehouse has just

been opened.
SUBJECT
OBJECT
Active
He wrote the report on Monday.
Passive
The report was written on Monday.

SUBJECT
Note
We normally use the passive when we are not interested in or do not know who
carried out the action.
The letter was posted yesterday morning.
She was injured in a road accident.
VERBS: PASSIVE
45
In English, the Past Simple in the passive is used to say when or where someone was
born.
Typical Errors
Correct
Janet is born in 1970.
Janet was born in 1970.
My brother and I are born in

London.
My brother and I were born in

London.
Have something done (Causative)

We use have something done when someone else does something
for us.
HAVE
Were going to have the machine repaired .

PAST PARTICIPLE
Ill be a bit late tomorrow. Ive got to take the car to the garage. Im
having it serviced.
When did you have your hair cut?
We have the Financial Times delivered to our house every
morning.
We have had air conditioning installed in the offices.
Jills having a new house built in the country.
46
GRAMMAR
Passive forms
When the products leave the factory, they are packaged and stored in the
warehouse. When they are needed, they are taken out of the warehouse.
They are then loaded on to the delivery van and distributed to customers.
Other examples
Present Simple
In some restaurants, service is included in the price.
Present Continuous
Your invoice is being prepared at the moment.
Past Simple
Taxes were raised in April.
Past Continuous
The building was being renovated when I was there.
Present Perfect
A new Financial Director has just been appointed.
Past Perfect
The commission had been increased before the new agents were appointed.
Infinitive
Cigarettes must be extinguished when we enter the factory.
Perfect Infinitive
The parcel might have been damaged in transit.
Note
The Passive form = be followed by the Past Participle of the main verb:
BE
Over fifty people are
VERBS: PASSIVE
PAST PARTICIPLE
employed in the Leipzig plant.
47
12
Conditionals (if...):
Introduction
Position of if
If we start work on the new brochure in January, it will be ready for
publication by the end of March.
or
The new brochure will be ready for publication by the end of March if
we start work on it in January.
Other examples
If we increase production, we should be able to meet the demand.
We should be able to meet the demand if we increase production.
If we hadnt delivered the order on time, we would have lost the customer.
We would have lost the customer if we hadnt delivered the order on time.
Note
If can be at the beginning of the sentence, or in the middle (at the beginning of the
second clause).
If
prices rise,
The volume of sales usually falls
the volume of sales usually falls.

if
prices rise.
(Note the comma which is necessary in the first example.)
48
GRAMMAR
Providing (that), provided (that), as long as

These phrases have the same meaning as if, but providing/
provided that are a little more formal.
We are prepared to offer a ten per cent discount providing (that)
you order over one thousand items.
I can give you a lift to the station as long as you are ready by five
oclock.
Hes taking the children to the beach tomorrow provided (that) the
weather is good.
Unless
Unless = if not
We wont be able to compete if we dont increase productivity.
or
We wont be able to compete unless we increase productivity.
Unless is often used to give a warning:
Well make a loss this year unless sales pick up in the final quarter.
When or if?
Ill show this sales report to Alan Johnson when I see him tomorrow.
Could you ask Simon to look at it as well?
I dont know whether Simon is coming to the meeting. If he does, Ill
give him a copy.
VERBS: CONDITIONALS
49
Other examples
Please switch off the computer when you leave.
Staff should switch off their computers if they leave the office for more than
one hour.
Ill phone him when I get home.
Ill phone him from the office if I get there before five oclock.
If the trial of the prototype is successful, well go ahead with the project.
When the trial is finished, well start full production.
Note
When and if are not the same.
When is used when something is certain to happen.
If is used when it is uncertain whether something will happen or not.
WHEN (Certain)
IF (Uncertain)
Ill give it to him when I see him.

(I am definitely going to see him).
Ill give it to him if I see him.

(It is uncertain whether I will see
him or not).
Typical Error
I think hell probably get the job.
Ill be surprised when he doesnt.
Correct
I think hell probably get the job.
Ill be surprised if he doesnt.
45
See also When or If (Unit 45).
50
GRAMMAR
13
Conditional 0
General truths, laws, rules, and warnings

If you are a citizen of the UK, you can work in any other country in the
European Union.
CONDITION
If you are a citizen of the UK,
RESULT
you can work in any other EU country.
Other examples
If you start up a new company, you must register it with the authorities.
If the temperature gauge is on red, the engine is too hot.
If the red light goes on, switch the machine off.
If someone lives in France for more than 183 days in a year, he has to pay tax
there.
I cant understand you if you speak too quickly.
You must work hard if you want to succeed.
He might agree to do it if we ask him.
VERBS: CONDITIONALS
51
14
Conditional 1
Real possibilities
If we restructure the company, it will result in a lot of redundancies.
CONDITION
If we restructure the company,
RESULT
it will result in a lot of redundancies.
Other examples
If they dont improve their quality of service, theyll lose a lot of customers.
If there is a rise in demand, well try to meet it with our existing resources.
If the recession continues, many more companies will go out of business.
If you are free tomorrow, we can continue our discussion then.
Youll regret it if you dont accept their offer.
Unless you leave now, you wont be in time for the start of the conference.
We use this conditional (Conditional 1) when we feel that there is a real possibility
that something will happen:
If we miss the nine oclock train, well have to catch the 9.40.
(The speaker thinks there is a real possibility that they will miss the nine oclock train.)
52
GRAMMAR
15
Conditional 2
Hypothetical or unlikely situations

If you relocated to Belgium, there would be some tax advantages.
CONDITION
If you relocated to Belgium,
RESULT
there would be some tax advantages.
Other examples
We would save a great deal of money if we reduced the number of workers.
If we expanded our product range, we could increase our market share.
If they reduced staff bonuses, they might cut costs but it would cause a lot of
trouble.
If they agreed to a joint venture with our company, we would all reduce our
spending on research and development.
VERBS: CONDITIONALS
53
CONDITIONAL 2 OR 1?
a tentative suggestion
Conditional 2
rather unlikely to happen
If you opened a branch in Sweden, you would be able to sell into
Finland and Norway too.
(The company may not have discussed this possibility seriously yet. The
meaning is Lets consider what would happen if...)
strong possibility
Conditional 1
likely to happen
If you open a branch in Sweden, you will be able to sell into
Finland and Norway too.
(There is already a strong possibility that a branch will be opened in
Sweden.)
Typical Error
If he would practise more,
he would be the best player
in the world.
54
Correct
If he practised more, he
would be the best player in
the world.
GRAMMAR
Unreal states and situations

If I were rich, I would retire immediately.
Other examples
If you didnt smoke so much, youd be much healthier.
If I werent so busy, Id be glad to help.
(But I am busy so I cant.)
If I had his telephone number with me, Id phone him.
(But I havent got his number.)
If he practised more, hed be one of the best tennis players in the world.
Conditional 2 is used for something unreal:

If I were a millionaire, I would buy a large house in the south of France.
(But I am not a millionaire, so I cant.)
Giving advice
If I were you, Id drive to London, rather than take the train.
Other examples
If I were you, I would concentrate the marketing campaign on the Paris
area.
If I were you, Id start the presentation by talking about last months sales
performance.
If I were you, Id see a doctor about your headaches.
Note
I were is often used when giving advice, If I were you...
If I were you, Id stop smoking.
VERBS: CONDITIONALS
55
16
Conditional 3
Speculating about past events

If there had not been a recession in Europe, we would have increased
our profits.
CONDITION
If there had not been a recession in Europe
RESULT
we would have increased our profits.
Other examples
If I had known you were coming, I could have met you at the airport.
If I had thought about it more carefully, I would probably have reached a
different decision.
If he had driven more carefully, he wouldnt have had an accident.
She wouldnt have had a problem if she had listened to my advice.
Note
Conditional 3 is often used to express regret about something that happened or did
not happen in the past:
If we had submitted a lower estimate, we would have been chosen for the
work. (But we didnt do this, we submitted a higher estimate.)
We can also say:
I wish we had submitted a lower estimate.
56
GRAMMAR
17
Infinitive
([ To] work)
Infinitive after certain verbs

Did the Board agree to adopt your proposal?
Other examples
I managed to reach him on his mobile phone.
I hope to see you when I visit Milan next month.
You seem to have some doubts about the proposal.
We have decided not to enter the Chinese market.
We cant afford to invest any more money at the moment.
We expect to recover our investment within four years.
They have arranged to hold the next sales conference in Rome.
These verbs are followed by the infinitive:

afford
attempt
hope
mean
agree
decide
intend
plan
appear
expect
learn
refuse
arrange
fail
manage
seem
Some verbs can be followed by either the infinitive or the gerund. See page 58.
VERBS: INFINITIVE AND GERUND
57
INFINITIVE (TO WORK) OR GERUND (WORKING)?

Begin and start
These verbs can be followed by:
Infinitive
I started to work on the
project four years ago.
or
Gerund
I started working on the
project four years ago.
Like, hate, regret, remember and stop

These verbs are sometimes followed by the infinitive and
sometimes by the gerund (...ing), but the meaning is different:
Infinitive
58
Gerund
I like to go to the dentist

every six months.
I think it is sensible to do this.
I like going for walks in the

countryside.
I enjoy this.
We regret to inform you that

the meeting has been
cancelled.
We are sorry to tell you that
the meeting has been cancelled.
I regret making that mistake.
I remembered to post the

letter yesterday.
I did not forget to do it.
I remember posting the letter

yesterday.
I did it and I remember the action.
Jim stopped to smoke a

cigarette.
He stopped what he was doing
in order to smoke a cigarette.
Jane stopped smoking two

years ago.
She gave up smoking and she no
longer smokes.
I made the mistake in the past and

wish I hadnt.
GRAMMAR
Verb + noun/pronoun + infinitive

George asked me to write a reference for him when he left the company.
Other examples
The injection of capital from the parent company enabled us to launch
several new projects.
He persuaded me to try hang gliding.
We dont allow anyone to smoke in the laboratory.
VERB
NOUN
I advised the
client
INFINITIVE
to apply for a tax rebate.
PRONOUN
VERB
Please remind
me
INFINITIVE
to send
those documents to Head Office.
Advise and recommend

You advise someone to do something:
We strongly advise you to review your control procedures.
Recommend is followed by that, not to.
Typical Error
We recommend you to
review your control
procedures.
Correct
We recommend that you
review your control
procedures.
59
Want, ask, and expect

Want, ask, and expect are sometimes used with an object (a noun
or pronoun) and sometimes without:
Jack wants me to phone him tomorrow.
Angela wants to move to the London office.
Michael asked me to find out how long it would take them to deliver
the new printer.
(On the telephone)
I asked to speak to the Accounts Office but I was cut off.
A manager expects his staff to work efficiently.
I expect to arrive in Berlin at 11 oclock.
To be + ...ing (continuous actions)

I didnt want to be disturbed so I pretended to be reading something
important.
Other examples
I wanted to speak to Martin but he appears to be talking to some visitors.
I had a postcard from Philip and Anne. They seem to be enjoying their
holiday.
TO BE + ...ING is often used after these verbs:

appear
seem
pretend
60
to be
...ing
GRAMMAR
To have + past participle (completed actions)

I seem to have lost the address you gave me.
Other examples
I wanted to talk to him but he appears to have gone home.
He seems to have mislaid his wallet.
TO HAVE + PAST PARTICIPLE is often used after these verbs:

appear
seem
to have
past participle
Make and let

The director let her secretary leave work early on Friday.
Other examples
I was so tired yesterday, I had to make myself concentrate.
Well have to try and make them pay on time.
The training session was very interesting. It made us think about reviewing
our appraisal system.
I dont let my son stay out after 11 oclock, hes still too young.
Well let the new recruits introduce themselves before we start the
induction course.
In the passive, make is followed by the infinitive with to:

I only agreed to that decision because I was made to do so.
61
Make or let + pronoun or noun + infinitive without to:

LET
Frank
PRONOUN
let
me
MAKE
We
make
borrow
NOUN
our
children
INFINITIVE without to
his car at the weekend.
INFINITIVE without to
help
with the housework.
INFINITIVE
after certain verbs
with to
INFINITIVE
without to
after verb +
noun/pronoun
to be ...ing
to have + past
participle
after make
after let
They decided to invest in ICI.

He asked me to help him.
She seems to be crying.
He appears to have left already.
He made him work overtime.
I let Jane leave early today.
18
See also Gerund (Unit 18).
62
GRAMMAR
18
Gerund (...ing)
Gerund as the subject or object of a sentence

Increasing the market share must be our main priority this season.
Other examples
Smoking is banned in many public places now.
I very much enjoy playing tennis at weekends.
Maintaining contact with customers is an important function of this
department.
Negotiating internationally can be difficult without knowledge of other
negotiators cultural backgrounds.
Gerund after certain verbs

I cant recall giving him the report to read.
Other examples
James suggested meeting the Purchasing Manager from Volkswagen.
We have postponed printing the new brochure until next month.
Have you considered opening a new branch in Singapore?
Shes finished writing the report at last!
Some verbs can be followed by either the gerund or the infinitive, for example, like
see page 58.
63
These verbs are followed by the gerund:

avoid
dislike
mention
recall
commence
enjoy
miss
risk
consider
finish
postpone
suggest
delay
imagine
practise
Gerund after prepositions

He avoided giving an answer to the question by asking one himself.
Other examples
If I were you, Id give up smoking.
He left without leaving his contact number in Paris.
The company made substantial profits in spite of having a bad start to the
year.
Ive been in England for two years now so I am used to driving on the left.
When a verb immediately follows a preposition, it always ends in ...ing (the

gerund).
Typical Errors
64
Correct
I look forward to see you soon.
I look forward to seeing you

soon.
After to finish the report, he went

home.
After finishing the report, he

went home.
I am used to speak French. I do it

every day.
I am used to speaking French. I

do it every day.
GRAMMAR
After mind
Would you mind helping me with these calculations?
Other examples
Would you mind opening the window? Its very warm in here.
Would you mind not smoking in here, please?
Would you mind giving these papers to the Sales Manager?
I dont mind waiting till you come back.
David said that he wouldnt mind working late this evening.
Would you mind ...ing...? is used when you ask another person to do something
for you:
Would you mind posting these letters for me?
When you ask if you can do something, you use Do you mind if I...?:
Do you mind if I smoke?
Completed actions (having...)

They regretted having lost the contract.
Other examples
They admitted having made several mistakes in the bill.
He denied having received the letter.
They closed the meeting, having agreed to implement the changes.
She finished the book, having enjoyed it a lot.
65
Gerund and Present Participle (...ing)

Sometimes, the ...ing form is called the Gerund but when it is part
of a continuous tense, it is called the Present Participle.
Gerund
Present Participle
Working on this project is very

interesting.
Janet is working on a new

project this month.
Learning how to use a new

computer package can take a
long time.
He is learning how to use the

new computer package.
17
See also Infinitive (Unit 17).
66
GRAMMAR
19
Modal Verbs:
Introduction
What are modal verbs?

Well start the marketing campaign in June. We may need to call in the
design team for a meeting next week as we must get down to planning
the new brochure.
Other examples
Could I borrow your pen for a moment?
We may decide to open a subsidiary in Finland.
We mustnt forget to pay the suppliers at the end of this month.
Ill phone you tomorrow morning.
He isnt in the office at the moment. He should be here tomorrow.
can/could
will/would
ought to
MODAL VERBS
may/might
must
shall/should
Note
The form of a modal verb is always the same:
I/you/he/she/it/we/they can swim.
He cans
She musts
It wills
MODAL VERBS
67
Modal verb + infinitive of another verb

I must leave now for the airport. My plane goes at eleven. Can you call me
at the Stockholm office tomorrow?
Other examples
He might be late.
Would you like a cup of coffee?
Can you speak to Jane about this?
Note
Most modal verbs are followed by the infinitive of another verb, without to.
SHOULD
INFINITIVE
Should I write
to them?
Ought is followed by the infinitive with to.

OUGHT
I ought
Typical Errors
68
INFINITIVE
to report the accident.
Correct
I must to hurry. I will be late.
I must hurry. I will be late.
I must to write him a letter.
I must write him a letter.
I can to speak English.
I can speak English.
GRAMMAR
Modal verbs and word order
John
cant
come
= modal verb
to the meeting next week.
= other verb
Other examples
Will
You
It
This report
you
come
mustnt
forget
might
rain
must
be finished
to dinner on Saturday?
to post the letter. Its important.
tomorrow.
by Friday.
A modal verb is always the first verb in a sentence.
Questions and negatives with modal verbs

Will you give this to Charles, please? Can you tell him its from me?
Other examples
Can I read last months sales report?
Must you leave so early?
MODAL VERBS
69
You shouldnt sit in the sun for too long. Youll get burnt.
I cant understand this table of figures. Can you explain it to me, please?
Where should I put this?
Do, does, dont and doesnt (and other auxiliary verbs, for example, did and
didnt) are not used with modal verbs for questions and negatives.
Typical Errors
Correct
Do you must go so soon?
Must you go so soon?
Do you can speak Russian?
Can you speak Russian?
I dont can understand this.
I cant understand this.
MODAL VERBS
will/would
can/could
may/might
must
shall/should
ought to
requests
offers
promises
certainty
ability
possibility
permission
possibility
permission
obligation
deduction
prohibition
(mustnt)
advice
suggestions
expectation
offers
obligation
advice
20
70
21
22
23
24
25
26
GRAMMAR
20
Will and Would
Requests (will/would)
(On the telephone)
Im sorry, Elizabeth Sykes isnt in the office at the moment.
Would you ask her to call me at home, please?
Other examples
Would you shut the door, please?
Would you pass me that book, please?
Will you let me know whether you can get to the meeting next Tuesday?
Heres the draft contract. Will you tell me what you think about it?
Note
Requests
Will and would are used with you to make requests:
Would you give this to the Accounts Clerk, please?
Would is more polite and formal than will, and is often followed by please.
Would you open the door, please?
Will is often used when talking to colleagues or friends:
Will you give this to Marion when you see her?
Will can be used as a command from a boss to an employee.
Will you do this today?
MODAL VERBS
71
Offers and promises (Ill /shall I...?)

(A colleague is carrying a lot of files)
Wait a minute! Ill help you with those.
Other examples
Ill phone you tomorrow.
Ill give you a lift to the airport on Friday if you like.
Ill fax the figures through to you so you can look at them before we meet.
Well meet you at the restaurant at seven oclock this evening.
Shall I help you with that?
Note
Shall, is used in the question with I and we to make offers:
Shall we help you with those estimates?
Expressing degrees of certainty (will)

The management training programme will definitely begin in April.
Other examples
Using the new equipment will certainly increase running costs.
Petrol prices will rise in the new year.
We will probably not issue a new brochure until next January.
10
For predictions and other future uses of Will, see (Unit 10).
See also Degrees of Certainty, page 40.
72
GRAMMAR
USES OF WILL/WOULD
Will
informal
requests
and
commands
MODAL VERBS
expressing
certainty
Will/Shall
Would
offers
(shall)
promises
(will/shall)
formal
(polite)
requests
73
21
Can and Could
Ability
We can decide how to structure the training programme at this meeting,
but we cant decide on the location until next week.
Present ability
The new copier can collate and staple copies together.
Would you translate this for me, please? I cant understand it.
I cant reach the files on the top shelf. Would you help me, please?
Can you speak much Italian now youve been in Italy for a year?
Future ability
Im afraid Mr. Stroud is busy today but he can see you tomorrow.
We can take on some extra staff next year.
The Managing Director cant come to the meeting next week.
Past ability
When I was younger, I could play the piano quite well.
He couldnt speak English before he joined the international sales team.
I tried to buy a mobile phone yesterday but I couldnt find one that I liked.
Could your children swim before they started school?
74
GRAMMAR
Able to: present, future and past ability

1. Able to is sometimes used for present ability (but it is not very
common).
Are you able to translate this for me?
2. Able to is also used for future ability:
I think well be able to work out a solution to the
problem tomorrow.
3. Able to is used for past ability (when someone did or did not
manage to do something that was potentially difficult):
He was transferred to London two months ago. He was able to
find a house quickly.
(Finding a house in London is often difficult.)
Able to is followed by the infinitive:
John will be able to
ABLE TO
see
you tomorrow.
INFINITIVE
Possibility: can/cant/could
Dont worry about it. Anyone can make a mistake like that.
Other examples
These machines can sometimes break down.
I travel a lot for my work. It can be very tiring.
Theres a call for you from the States. It could be the person you met last
week in New York.
Im not sure whether the Sales Director is in Turin or Milan today.
He cant be in Turin. He had his meeting in Turin three days ago.
Note
Can indicates a stronger possibility than could.
I can phone you tomorrow. (There is no problem phoning.)
I could phone you tomorrow. (There might be a problem phoning.)
MODAL VERBS
75
Permission
Mr. Goodall, can I take my holiday at the end of July this year?
Yes, that should be all right.
Other examples
Im afraid I havent got the information with me. Can I phone you
tomorrow?
Could I disturb you for a moment, please?
You can borrow my car to take your visitor to the station.
Could I look into it tomorrow? Ive got a lot of other things to do today.
No, Im sorry you cant. It must be done today.
Note
We use could or can to ask for permission. Could is more formal than can.
Cant have/could have/couldnt have

You cant have finished that job already! You only started it half an hour
ago.
Other examples
I tried to phone the sales office but theres no one there. The meeting cant
have finished yet.
That cant have been Mr. Fraser that you saw. Hes away on holiday.
That could have been the reason for the problem.
Well have to start the meeting without James. I dont know why hes late. I
suppose he could have missed his train.
The letter couldnt have arrived yet. It was only posted yesterday and it
takes at least four days to get there.
Tuesdays meeting was cancelled. I couldnt have gone anyway because I
was seeing some clients.
76
GRAMMAR
THE USE OF CANT/COULD/COULDNT HAVE

Cant have
Cant have is used when we think something cannot possibly have
happened recently:
The car cant have broken down. It was only serviced yesterday.
Could have
Could have is used when we describe actions that were possible in the
past:
You neednt have got a taxi. I could have picked you up in my car.
(But I didnt).
We could have been in serious trouble. (But we werent).
Couldnt have
Couldnt have is used when we think something could not possibly
have happened in the past:
Steve couldnt have authorised that payment. He wasnt working
in this department then.
Cant/could/couldnt have followed by the past participle:

CANT/COULD/COULDNT HAVE
It cant have
been
Karen that you saw. Shes away on holiday.
PAST PARTICIPLE
MODAL VERBS
77
22
May and Might
Possibility
Interest rates may rise in the next few months.
Other examples
We may need to increase our prices in the spring.
You may be interested in seeing a copy of our new brochure.
Take your winter coat when you go to Russia. It may still be very cold in
April.
We might establish a new plant in Japan in a few years time, but this is by
no means certain.
We dont usually give discounts, but we might be able to make an exception
in your case for orders of over a thousand dollars.
We might be able to help you.
May or might?
May indicates a stronger possibility than might.
78
May
Might
I may go to London
tomorrow.
He might be here but I havent

seen him yet today.
(It is possible.)
(There is only a slight possibility

that he is here.)
GRAMMAR
Asking for permission (may I/may we...)

May I use your phone, please?
Yes, of course you may.
Other examples
May I leave early tomorrow, please?
May I interrupt you for a moment?
May I borrow your pen?
May I speak to Susan Jenkins, please?
May we make some suggestions for alterations to your report?
May we point out that we have a special offer on car batteries this month?
(In a letter)
May we draw your attention to paragraph 8 of the enclosed report.
May is used in questions with I and we.

Might is hardly ever used in questions.
MODAL VERBS
79
May have and might have

We were going to start the meeting at nine, but Karl isnt here. He may
not have received my message about the change in the time.
Other examples
I cant find my copy of the sales report. I may have left it in Tims office.
I tried to phone my wife, but she isnt answering. She might have gone
swimming.
Have you received a copy of the auditors report?
I might have. Theres a pile of things on my desk but I havent had time to
go through them yet.
I expected to hear from Richard today but I havent. He may not have
received my message.
Notes
1.
May have and might have are used to talk about possible happenings in
the past.May have indicates a stronger possibility than might have:
He might have met their Sales Director, Im not sure.
(There is a slight possibility that he has met him.)
He may have met their Sales Director before.
(There is a reasonable possibility that he has met him before.)
2.
May/Might (not) have is followed by the past participle:

MAY/MIGHT (NOT) HAVE
He may not have
received my fax.
PAST PARTICIPLE
21
See also Can and Could (Unit 21).
80
GRAMMAR
23
Must and Have to
Must (obligation)
If you wish to make a claim on your insurance, you must fill in this form
as soon as possible.
Other examples
I must phone my father. I havent spoken to him for ages.
Our expenditure was much too high last year. We must try to reduce
overheads this year.
Requests for a refund must be accompanied by a sales receipt.
The new waste disposal measures must be ecologically sound.
Payment must be received by the end of the month.
Must you leave already? Its still early.
MODAL VERBS
81
Have to (obligation)
We have a flexi-time system in our company, but all staff have to be in
the office between the hours of nine-thirty and four-thirty.
Other examples
Ill come out to lunch with you, but I have to be back in the office by two
oclock to see the Managing Director.
Im taking my husband to the doctors this morning. He has to be there early.
We have to leave the office by ten oclock in order to be in time for the
meeting at eleven thirty.
The emergency lighting system is faulty. Well have to get it seen to as soon
as we can.
Our car broke down yesterday, so we had to take it to the garage.
They had to make some minor alterations to the draft advertisement.
Did they have to attend the meeting yesterday?
Do you have to go to Paris next week?
Must or have to?

1. Must and have to are often used in the same way, but there is
a slight difference in meaning:
Must
Have to
Must is often used for

personal obligation:
Have to is more impersonal:
I must hurry.
(I think it is necessary to
hurry)
I have to be at the office at

9 oclock.
(It is a company rule)
2. The past of both must and have to is had to:

I had to get up very early yesterday to catch the 6.30 train.
3. Must and have to are used both in the present and the future:
I must clean the car tomorrow.
I have to go to a meeting next Friday.
4. Will have to is also used as the future of both must and have
to:
Ill have to look at those graphs again before I make my
presentation.
82
GRAMMAR
Must be/must have been (deduction)

Whos the new person in the Finance Office?
Oh, that must be the new accountant. He started today.
Other examples
(Looking at a photograph)
Whos that standing next to Jim?
It must be his wife.
How old is Michaels daughter now?
She must be about sixteen.
Im sorry the Sales Director isnt in his office at the moment. He must be
downstairs in the Accounts Office.
I cant find the file anywhere. My secretary must have taken it.
Sally couldnt gain access to the computer system. She must have forgotten
the password.
Note
Must be/Must have + past participle are used when we make a deduction about
someone or something:
The letter was posted last week. It must have arrived by now.
(I am not absolutely certain but I think it will have arrived).
MODAL VERBS
83
MUST BE/MUST HAVE BEEN

Must be and Must have been can be followed by:
NOUN
MUST BE
NOUN
That must be the new
ADJECTIVE
MUST BE
ADJECTIVE
Its late. You must be
tired .
MUST HAVE BEEN
ADJECTIVE
I must have been
PRESENT
PARTICIPLE
(...ING)
MUST BE
He
must be
mistaken .
...ING
talking
MUST HAVE BEEN
84
accountant .
must have been
to a client.
...ING
dreaming .
GRAMMAR
24
Neednt and Mustnt
Neednt/Dont need to
We neednt appoint any new staff to this department until next year.
Other examples
You neednt go to the bank. Ill lend you some money.
He neednt drive to the party this evening. Ill take him in my car.
Weve got plenty of time. We neednt hurry.
We have been reviewing our information systems, they are working very
well. We dont need to make any changes at the moment.
Note
Neednt/Dont need to = It is not necessary:
You neednt write the report until next week = It is not necessary to write the
report until next week.
Dont have to/didnt have to

He lives near the office so he doesnt have to take his car to work.
Other examples
I dont have to go to the trade fair next week. My colleague is going.
We dont have to pay the bill until we have received the full consignment.
Tell Tim he doesnt have to type the report. My secretary will do it.
I didnt have to write to Jane after all. She phoned me.
MODAL VERBS
85
Didnt need to
We didnt need to change any of the office equipment last year as it was
all fairly new.
Other examples
I didnt need to phone James after all because he faxed the information I
needed.
You didnt need to make any extra copies of the report. I already had enough
for distribution.
The company didnt need to cut the price as the product was selling well.
Dont/didnt have to/didnt need to

Dont have to
Dont have to = dont need to but you can if you wish:
You dont have to come early tomorrow.
(But you can come early if youd like to.)
Dont have to and neednt are often used in the same way.
I dont have to attend the meeting on Thursday.
I neednt attend the meeting on Thursday.
Didnt have to
Didnt have to is the past form of dont have to.
DIDNT HAVE TO
I didnt have to
INFINITIVE
go
to London as planned yesterday.
Didnt need to
Didnt need to = the past of neednt.
DIDNT NEED TO
We didnt need to
INFINITIVE
worry about the competition in those days.
Our products were so much better than those of our competitors.
86
GRAMMAR
Neednt have
Im sorry Im late!
Dont worry. You neednt have hurried. We havent started the meeting
yet.
Other examples
I neednt have taken my coat. It wasnt cold.
Why did you re-write that proposal? You neednt have, the original draft
was fine.
I neednt have gone to the meeting in London yesterday. My assistant could
have dealt with everything for me.
My daughter neednt have worried about her examination; she did really
well.
I neednt have got up so early; the train was late.
Note
Neednt have is used if someone did something in the past that was unnecessary:
NEEDNT HAVE
I neednt have
PAST PARTICIPLE
bought so much food. My guests didnt turn up.
(But I had already bought the food as I was expecting the guests to come.)
MODAL VERBS
87
DIDNT HAVE TO/DIDNT NEED TO/NEEDNT HAVE

Didnt have to/didnt need to
Didnt have to/didnt need to are used in the same way:
I didnt have to go and see Jill. She came to see me.
I didnt need to go and see Jill. She came to see me.
I didnt
go
You didnt have to type out the whole report again,

only the changes.
You didnt need to type out the whole report again,
only the changes.
But you
typed
the whole
report
didnt have to
or
didnt need to
actions not carried out

because it was unnecessary
actions carried out although

it was unnecessary
Neednt have
Neednt have is only used for actions that have been carried out:
You neednt have phoned. Ive just sent the
information to you by e-mail.
But you
did
phone
neednt have
actions carried out although
it was unnecessary
88
GRAMMAR
Mustnt (prohibition)
The report is confidential. You mustnt show it to anyone else.
Other examples
We mustnt send out the contract until it has been agreed by the legal
department.
You mustnt smoke in the research laboratory.
He mustnt use the car until it has been repaired. Its in a dangerous
condition.
Note
Mustnt = it is forbidden or it is important not to do something:
In Britain, you mustnt park on double yellow lines.
I mustnt forget to go to the bank today.
Mustnt has no past form. To talk about past prohibition, we use was not
allowed to or was not permitted to:
I was not allowed to smoke when I was a child.
NEEDNT AND MUSTNT

PRESENT
PAST
It is prohibited or it is important
not to do something
mustnt
It is not necessary
neednt
dont need to
dont have to
MODAL VERBS
It was not necessary

neednt have
didnt need to
didnt have to
89
25
Shall and Should
Suggestions (shall)
Shall we start the meeting by looking back at last years performance?
Other examples
Shall we begin now?
Shall we go for a drink this evening?
Shall we meet again next Friday?
Shall we go now?
Are you coming to the shops with me?
Yes, shall we walk, or take the car?
Notes
1.
Shall is used with I and we to make suggestions:
The computer has crashed again. Shall I phone for an engineer to come
and fix it?
2.
Shall I and shall we are followed by the infinitive:

Shall we
SHALL
90
try
the French restaurant in the village?
INFINITIVE
GRAMMAR
Offers (shall I?)

Shall I help you to carry those files?
Other examples
Shall I post those letters for you?
Shall I help you with that translation?
Its rather cold in here. Shall I shut the window?
Shall I make you a cup of tea?
Advice (should)
You should advertise in the monthly journal; it has a wide readership.
Other examples
You should stop smoking, you know. Its bad for your health.
I think you should apply for the vacancy in the Marketing Department.
You should consider this option very carefully.
You shouldnt change the schedule now; everyones been told about it.
You should try going by Underground; it will be much quicker than going by
taxi.
26
See also Ought to (Unit 26).
MODAL VERBS
91
Expectation (should)
The parcel was sent by courier so you should receive it tomorrow
morning.
Other examples
Bill usually catches the early train so he should be here by nine oclock.
The conference should finish by five.
The report should be ready by the end of the month.
You should receive your goods on Wednesday at the latest.
Should have
When we expect something to have happened because of a past
action, we use should have.
SHOULD HAVE
The parcel should have
PAST PARTICIPLE
arrived . It was posted last week.
Shall or should?
Shall
(I/we)
suggestions
92
or
offers
Should
advice
expectation
GRAMMAR
26
Ought to
Obligation
Do you think I ought to speak to the Purchasing Manager before I order
these items?
Other examples
Wheres Maurice? He ought to be here by now. Hes late.
We ought to notify the customer that the delivery has been delayed.
Oughtnt you to write and thank him for his help?
Ought I to show this report to the Managing Director before I send it out?
Note
To talk about something you should or should not have done in the past, use ought
to have + past participle:
OUGHT TO HAVE
ought to have
PAST PARTICIPLE
phoned the suppliers yesterday.
We can also use must to express obligation:

You must check those figures very carefully.
Must expresses a stronger obligation than ought to.
MODAL VERBS
93
Advice
You oughtnt to worry so much.
Other examples
We ought to speak to David about your car. Hes good with engines.
You really ought to stay at home at the weekend. You look tired.
Note
Ought to is followed by the infinitive:
OUGHT TO
You ought to
INFINITIVE
check
those figures very carefully.
23
25
See also Must (Unit 23) and Should (Unit 25)
94
GRAMMAR
27
Adjectives
As you can see from this graph, there has been a significant increase in
productivity over the past few years.
PRODUCTIVITY
Output
per
manhour
Year 1 Year 2 Year 3
Year 4
Other examples
James is a hard worker.
There has been a significant
The new project is very interesting.
increase in productivity
The delay in production will have a serious
effect on delivery dates.
There was a substantial drop in profits last
year.
Did you go to Mr. Svenssons presentation?
Hes a very good speaker.
I didnt go shopping on Saturday because of the heavy rain.
Note
An adjective tells us something about a noun.
She speaks fluent
ADJECTIVE
ADJECTIVES AND ADVERBS
English .
NOUN
95
Adjectives ending in ...ed and ...ing: (interested/interesting)

It was an exciting football match.
He was very excited about the new proposal.
Other examples
The journey was very tiring.
He looks very tired. He needs a holiday.
Last months results were quite surprising.
Everyone was surprised by the results.
...ED AND ...ING

Person
A person is (...ed)
Thing
A thing is (...ing)
I am interest ed in the project.
The project is interest ing .
I was bor ed by the film.
The film was bor ing .
But we can say:

Linda is an interesting person.
(The speaker is interested in Linda.)
Typical Error
He was surprising to get the job.
96
Correct
He was surprised to get the job.
GRAMMAR
Adverbs
As you can see from the chart, productivity has increased significantly.
Other examples
The delay in production will affect our delivery dates seriously.
Did you go to Mr. Svenssons presentation? He speaks very well.
Profits dropped substantially last year.
James works hard.
I didnt go shopping on Saturday because it was raining heavily.
He spoke so softly. I could hardly hear him.
Note
An adverb tells us something about a verb:
She speaks English fluently .
VERB
Typical Errors
ADVERB
Correct
He drives very good.
He drives very well.
She speaks quiet.
She speaks quietly.
Hard and hardly are different:

He always works hard = He works a lot.
She has hardly any money = She has almost no money.
97

Adjectives
Adverbs
bad
careful
gradual
significant
badly
carefully
gradually
significantly
heavy
easy
heavily
easily
Exceptions
good
fast
well
fast
Adverbs modifying adjectives

We were bitterly disappointed not to get the American contract.
Other examples
Jane found the film really interesting.
The information they gave us was slightly misleading.
The company has had a very good start to the year.
The staff canteen provides a well-balanced diet.
Our new product is reasonably priced.
The service was barely satisfactory.
Note
Some adverbs are used to tell us more about an adjective:
It was an extremely
ADVERB
98
boring
film.
ADJECTIVE
GRAMMAR
Typical Errors
Correct
We need high skilled engineers.
We need highly skilled engineers.
Im terrible sorry I disturbed you.
Im terribly sorry I disturbed

you.
EXAMPLES OF ADVERBS USED TO MODIFY ADJECTIVES

100%
completely, absolutely, entirely, fully

extremely
very
really
quite, rather
slightly
0%
barely
Adverbs modifying adverbs

The target we set at the beginning of the year was very easily achieved.
Other examples
Last weeks meeting was arranged fairly quickly.
I know the Finance Director of that company quite well.
The new machine works extremely fast.
Angela drives very carelessly.
Although it was a complicated matter, the instructor explained it quite
clearly.
99
Note
Some adverbs are used to tell us more about other adverbs:
The sales team performed
rather
well
ADVERB
last month.
ADVERB
ADVERBS: WORD ORDER

An adverb goes after the verb be but before other verbs:
SUBJECT
BE
ADVERB
She
is
often
SUBJECT
ADVERB
He
often
late for work.
VERB
plays tennis.
An adverb goes between a modal verb and another verb:

MODAL VERB
It
will
ADVERB
probably
VERB
rain
tomorrow.
An adverb can go before another adverb:

ADVERB
He speaks English extremely
ADVERB
well .
An adverb can go before an adjective:

ADVERB
It was well
100
ADJECTIVE
designed .
GRAMMAR
28
Frequency Adverbs
How often?
He usually goes to work by car.
Other examples
They always send Christmas cards to their clients.
We nearly always hold our departmental meetings on Tuesdays.
We sometimes have problems with the machines.
Tom occasionally has to work at weekends.
He rarely travels abroad.
We used to be great friends but we hardly ever meet now as we live so far
apart.
I never drink coffee in the evening as it keeps me awake.
How often do you go skiing?
FREQUENCY ADVERBS
100%
always
nearly always
usually
often/frequently
sometimes
occasionally
rarely
hardly ever
0%
never
101
Frequency adverbs: word order
am
never
late for work.
Other examples
He
Jane
We
is
always
usually
often
plays
go
in France.
tennis at the weekend.
shopping on Saturdays.
WORD ORDER
With the verb be
SUBJECT
BE
Tony
is
FREQUENCY ADVERB
rarely on time for meetings.
With other verbs

SUBJECT
FREQUENCY ADVERB
VERB
Anne often travels abroad for her work.
1
27
See also Present Simple (Unit 1), and Adjectives and Adverbs (Unit 27).
102
GRAMMAR
29
Comparatives and
Superlatives
Comparison of adjectives
Interest rates are two per cent higher than
they were at this time last year.
INTEREST
RATES
9.5
7.5
Other examples
She finds it easier to write in English than to
speak it.
Hes got a bad cold but hes getting better.
Profits were higher than expected.
They are a larger company and their products
are more expensive than ours.
this time
last year
Last year
now
This year
Interest rates are two per

cent higher than last year.
This photocopier is more reliable than the one in my office.

My new car has a more powerful engine than the old one.
This project is getting more and more interesting.
He makes less money than he used to.
This project is less interesting than the previous one.
Notes
1. We normally use than after comparatives:
Hes worked for the company for longer than anyone else.
2. As...as is sometimes used when making a comparison:
This machine is twice as expensive as the one we looked at yesterday.
The instructions in the manual are not as clear as they could be.
103
3. Comparing ages: the comparative of old is older which can be used for
people and things. Elder is used only for people: Mark is Catherines elder
brother but we cannot say elder than.
The + comparative + the + comparative

We use the + comparative + the + comparative when one
comparative is the result of another:
The cheaper the production costs, the more profit we will make.
The earlier we leave, the sooner well arrive.
Degrees of comparison
Our profits last year were considerably lower than the year before.
Other examples
Costs will be substantially higher next year.
His workload is much heavier than mine.
Demand for this product is significantly greater than it was last year.
The economic situation is moderately better now.
Note
Adverbs are used before comparative adjectives to show degrees of comparison:
ADVERB
The weather is slightly
100%
COMPARATIVE
better
today. Its not quite so windy.
substantially, significantly
considerably, much
moderately
0%
104
slightly
GRAMMAR
Superlatives (adjectives)
What is the most interesting job you have ever had?
Other examples
This is the cheapest product of its kind on the market.
This is the best and most efficient printer we have ever had.
Im sorry, Tuesday is the worst possible day for me. Can we meet on
Wednesday instead?
It was the most interesting presentation I have heard on that subject.
It was the least enjoyable party I have ever been to.
Coca Cola is the most successful soft drinks manufacturer, and they have the
biggest share of the market.
Notes
1. The is normally used before a superlative:
Everest is the highest mountain in the world.
2. We often use the Present Perfect and Past Perfect after a superlative:
PRESENT PERFECT
SUPERLATIVE
This is the
best wine
Ive tasted
SUPERLATIVE
It was the most interesting
for a long time.
PAST PERFECT
job I had ever
had
until I started my present one.
6
8
See also Present Perfect (Unit 6) and Past Perfect (Unit 8).
3. Comparing ages: the superlative of old is oldest which can be used for both
people and things. Eldest is used only for people .
Henry has three sons. The eldest is a doctor.
105
Comparison of adverbs
You didnt understand what he was trying to tell you. You should listen
more carefully to what he has to say.
Other examples
Can you explain again, a little more slowly, please?
Youll learn how to use the new computer program more easily if you
read the instruction manual.
I think we are disturbing the people in the next room. Perhaps we should
speak more quietly.
He works harder than his brother does.
The product performed much worse than expected.
Adverbs: superlatives
Adverbs are only very rarely used in the superlative. The most
common use of this form is when adverbs are used to modify
adjectives:
MOST-LEAST
He is one of the most
ADVERB ADJECTIVE
highly
skilled employees
in the company.
53
See also Comparing and Contrasting (Unit 53).
106
GRAMMAR
30
Reported Speech
Useful reporting verbs

The Chairman stated that the company had returned to profitability.
Other examples
James informed me (that) he wouldnt be able to attend the meeting on
Monday.
He asked me whether I would like to have dinner with him.
They agreed to give us a ten per cent discount on all our orders.
I explained to the customer that we wouldnt be able to despatch his order
for another two weeks.
Janet said she had been to Greece for her holidays.
He told me that he worked for Siemens.
He complained that the contractors had not followed safety procedures.
Note
In some sentences, that can be omitted:
The Accounts Supervisor suggested (that) we should buy two more laser
printers for the office.
Useful reporting verbs:

ask
explain
say
CLAUSES
agree
inform
state
announce
notify
suggest
complain
reply
tell
declare
report
107
Changing from direct to indirect (reported) speech

Direct speech
Indirect (reported) speech
I worked for a company in

Pamplona for two years.
She said (that) she had worked for a

company in Pamplona for two
years.
Other examples
Direct speech
Have you ever been to

Poland?
He asked me if I had ever been to

Poland.
or
He wanted to know if I had ever
been to Poland.
I cant come to the conference.

Im very busy.
She told me she couldnt come to

the conference as she was very busy.
Tense changes
Usually, present tenses change to past tenses in reported speech, for
example:
is
have
can
will
was
had
could
would, etc.
The tense does not change when the words spoken are still true, and
we sometimes also use the present tense for the reporting verbs.
108
Well hold the meeting next

week.
He said (or says) theyll hold

the meeting next week.
Profits are much higher this

year.
She said (or says) that profits

are much higher this year.
GRAMMAR
DIRECT SPEECH
INDIRECT SPEECH
Present Simple
Past Simple
I work in London.
What time does the meeting
begin?
He said (that) he worked in

London.
She wanted to know what time
the meeting began.
Present Continuous
Past Continuous
Im staying at the Grand

Hotel.
She told me (that) she was

staying at the Grand Hotel.
Present Perfect
Past Perfect
Ive worked here for ten

years.
He told me (that) he had

worked there for ten years.
Will
Would
Ill see you tomorrow.
He said he would see me the

following day.
Can
Could
Can you write to the

contractors?
He asked if I could write to the

contractors.
Past Simple
I worked in London
twenty years ago.
Past Simple or Past Perfect

She told me she worked in
London twenty years
previously/ago. or
She told me she had worked...
CLAUSES
109
Reported speech and time phrases

Direct speech
We signed the contract last

week.
She told me they had signed the

contract the previous week.
Other examples
Direct speech
Negotiations between the two

countries took place last
month.
The minister reported that

negotiations between the two
countries had taken place the
previous month.
In reported speech, time phrases sometimes remain the same as they are in direct
speech. For example if someone tells me something this week and I tell someone else
during the same week, the time phrase does not change.
Ill phone you next week.
He says hell phone me next week.
If next week is no longer an appropriate phrase, and we are reporting this at a much
later date, we change it like this:
He said he would phone me the following week.
CHANGES TO TIME PHRASES

When reporting something at a later date, we change the time phrases.
Direct speech
today
tomorrow
yesterday
this (Saturday)
next (Saturday)
last (Saturday)
110

that day
the following day/the day after
the previous day/the day before
that (Saturday)
the following (Saturday)
the previous (Saturday)
GRAMMAR
Reported questions
Direct speech
When will you send me the

results?
He asked me when I would send

him the results.
Other examples
Direct speech
Will you be able to attend the

meeting next week?
She asked me whether I would

be able to attend the meeting the
following week.
Have you checked the draft

contract?
Sheila wanted to know if I had

checked the draft contract.
Where do you buy your raw

materials?
He wanted to know where we

bought our raw materials.
Note
1. Open questions (what, when, where, who, whose, which, how):
How
are you getting to France?
He asked me
2.
how
I was getting to France.
Closed questions (questions requiring Yes/No answers):

Does
your department deal with invoices?
He asked me if/whether
3.
my department deals/dealt with invoices.
Requests:
Can you
give
this to the manager, please?
She asked me to give it to the manager.
CLAUSES
111
Commands and warnings

Direct speech
Check all the stock very

carefully and count the number
of damaged items.
His boss told him to check all the

stock very carefully and to count
the number of damaged items.
Other examples
Direct speech
You mustnt park there. That

space is reserved for the Chief
Executive.
He told me not to park in the

Chief Executives space.
Dont lean on the balcony. Its

not safe!
She warned me not to lean on

the balcony.
Note
1.
We tell or ask somebody to do something, or not to do something:
I told him to come to my office immediately.
TOLD
2.
INFINITIVE
We warn somebody not to do something:

He
warned
WARNED
us
not
NOT
to go
into that part of the city at night.
INFINITIVE
In English, a command is sometimes given in the form of a question:

Would/will you give this to Mr. Simpson? said by a boss to an employee
is really a command!
112
GRAMMAR
31
Time Clauses
What are time clauses?

As soon as I get any news from our solicitors, Ill phone you.
Other examples
Having finished the meeting, they went home.
After doing the shopping, we went for a coffee.
Whenever taxes are increased, consumer spending falls.
While Im in Washington, I hope to meet the Ambassador.
Notes
1. A clause is a group of words (with a subject and a verb) which forms a sentence
or part of a sentence. A clause often also has an object:
SUBJECT
He
VERB
gave
OBJECT
a presentation .
2. A time clause is added to other parts of a sentence to tell us when something

happens or happened.
TIME CLAUSE
Once we had decided on the launch date, we arranged a press

release about the new product.
CLAUSES
113
3. The time clause can also be the second clause in the sentence:
We arranged a press release about the new product
once we had decided on the launch date.
TIME CLAUSE
Whenever, while, as
While you were in the meeting, the Managing Director came looking for
you.
Other examples
Whenever we have a meeting, George arrives late.
It rains whenever I go to Scotland.
I arrived at the station just as the train was leaving.
Note
While and as are used to talk about two events that happen at the same time.
While I was trying to phone you, your email arrived.
14:00
I was trying to phone you
14:00
Your email arrived.
Whenever = every time.
114
GRAMMAR
After, before, as soon as, since

After being so successful in the UK, we decided to expand into the rest
of Europe.
Other examples
Before agreeing to your suggestions, we should like to clarify a few points.
As soon as the meeting had finished, he left for the airport.
Many changes have been made since he became Finance Director.
There are one or two details wed like to discuss before finalising our
agreement.
Sequence of events
After, as soon as, before, and since tell us that one event
happens before or after another event:
First event
CLAUSES
Second event
As soon as
I hear from Jean,
Ill contact you.
Before
posting the letter,
please check it carefully.
After
meeting the clients,
we drew up a contract.
Since
he had his accident,
he hasnt been able to

work.
115
Having + past participle

We can also use having and the past participle in a time clause
to show that one event happens before another one:
HAVING
Having
PAST PARTICIPLE
considered all the bids, we decided
to use the Scottish company as our main contractor.
This is more common in written than in spoken English.
4
6
8
See also Past Continuous (Unit 4), Present Perfect (Unit 6) and Past Perfect
(Unit 8).
116
GRAMMAR
32
Relative Clauses
What are relative clauses?

Hans Groot, who is the Accounts Manager, is now based at the
Rotterdam office.
Other examples
The message that you sent to Mr. Wilson didnt reach him until late in the
afternoon.
Nils Jacobsen, who used to be in charge of sales, has been replaced by Pekka
Fridn.
The ideas that he discussed in his presentation have given us a lot to think
about.
The report that you wrote was very interesting.
Note
A clause is a group of words which form part of a sentence.
A relative clause is joined to the rest of the sentence with who, which, where,
that, when and whose. It tells us which person or object is being referred to:
RELATIVE CLAUSE
My brother works for a company which designs software.
RELATIVE CLAUSE
The book that you gave me for my birthday is very interesting.
CLAUSES
117
Defining and non-defining relative clauses

Defining relative clauses
The customer who complained about the delay is demanding a refund.
I dont want to reveal the identity of the person who gave me the
information.
We cannot give discounts on orders which need to be despatched at short
notice.
I have seen the film that you recommended to us. It is very good.
Non-defining relative clauses
The conference hotel, which is very modern, is in the centre of the city.
James Merriott, who lives next door, works in publishing.
My brother, who lives in Hamburg, is an accountant.
118
DEFINING RELATIVE
CLAUSES
NON-DEFINING RELATIVE
CLAUSES
These give us essential

information to identify the person
or thing that is being spoken about
These give us non-essential

information (If it were omitted, the
main message of the sentence would
remain clear)
The person who deals with credit

control is not in the office at the
moment.
Sylvia Burton, with whom I

discussed the project, likes the
idea.
(There are no commas with these

clauses)
(Notice the commas around this type

of clause)
GRAMMAR
People: who, whom, whose

(On the telephone)
Id like to speak to the person (who is*) responsible for sending out
invoices.
Other examples
The person who can help you with your query is Jane Smith in the
Customer Services Department.
The other two people with whom I worked on that project have now left the
company.
The woman I was speaking to just now is the Sales Director.
I should like to introduce you to Mr. Bryant, who is an expert in chemical
engineering.
Maria Hernandez, (who is*) my secretary, will meet you at the airport.
* In this type of sentence who is can be left out.
Using whom and whose

1. Whom is normally only used in a very formal context.
George Appleby is the person to whom the letter should be sent.
It is more common in spoken English to say:
George Appleby is the person you should send the letter to.
2. Whose is used for possessives:
The Marketing Manager, whose car had broken down, was late
for the meeting.
CLAUSES
119
Objects: which, that

The new offices, which will accommodate about fifty people, are being
decorated at the moment.
Other examples
The information (that) we get from Head Office is often too late to be of
much use to us.
We have run out of stock and have ordered five thousand more units, which
will be delivered on Friday.
Using which and that

Which or that are used in relative clauses about things.
The restaurant which/that we normally go to is the Italian one on the
corner of Madison Street.
In this type of sentence, it is also possible to leave out which or
that:
The restaurant we normally go to is the Italian one on the corner of
Madison Street.
120
GRAMMAR
33
Prepositions:
Introduction
There are three units on prepositions. They are:

Verbs and Prepositions
Nouns and Prepositions
Prepositions and Nouns
Unit 34
Unit 35
Unit 36
The prepositions in these units are listed below:
ABOUT
34
complain about
hear about
think about
BY
36
at a guess
at all costs
at first glance
at last
at once
at the latest
36
by chance, accident
by cheque
by credit card
by mistake
PREPOSITIONS
AT
UNDER
36
under control
under discussion
under review
under way
121
FOR
34
apologise for
apply for
pay for
prepare for
wait for
IN
delay in
decrease/fall in
difficulty in
increase/rise in
35
demand for
need for
reason for
respect for
36
for a change
for a drink, a meal
for example
for a meeting
for a swim, a walk
ON
34
36
on business
on holiday
on the agenda
on the telephone
on time
OF
34
approve of
consist of
think of
35
36
account of
advantage of
cause of
cost of
depth of
disadvantage of
height of
length of
opinion of
rate of
result of
speed of
way of
weight of
in advance
in agreement
in cash
in charge
in confidence
in... opinion
in practice
in principle
in the end
in theory
in time
in writing
TO
34
belong to
complain to
object to
respond/reply to
agree on
concentrate on
depend on
insist on
rely on
122
35
WITH
34
agree with
supply with
35
35
answer/reply to
attitude to
demand to
invitation to
reaction to
solution to
connection with
contact with
difficulty with
relationship with
GRAMMAR
34
Verbs + Prepositions
About
Have you heard the news about Robin? Hes been promoted.
Other examples
Did you have a good trip to Paris?
Yes. The meeting went well but the hotel was terrible. I had to complain
about the room.
What does Peter think about our chances of doing more business in Italy?
complain
hear
think
ABOUT
Hear about/hear from

We hear about something or someone, but if we receive a letter or a
phone call, we hear from someone:
We look forward to hearing from you soon.
PREPOSITIONS
123
For
Our suppliers have apologised for their mistake and they have
promised to give us a credit note.
Other examples
Over fifty people applied for the vacant post in the production department.
How much did you have to pay for the software?
I dont want to be disturbed this afternoon; Ive got to prepare for the board
meeting next week.
I have asked the bank for a new cheque book, but we are still waiting for
them to send it to us.
apologise
apply
pay
prepare
wait
FOR
Pay
We pay someone for something but we pay a bill, pay taxes, etc.:
Ive checked out and paid the bill.
Apply to/for
We apply to someone or to a company for a job:
He applied to Browns for the job in Sales.
124
GRAMMAR
Of
We dont approve of what the Government is doing to the health service.
Other examples
The training course will consist of lectures, group work and individual
projects.
This is your first visit to Amsterdam, isnt it? What do you think of it?
approve
consist
think
OF
Think of/think about

1. Think of something = to have an idea:
I wish Id thought of that!
2. Think of or think about = to have an opinion or to consider:
To have an opinion:
What did you think of Philips idea?
What did you about Philips idea?
To consider:
Im thinking of changing my car soon.
Im thinking about changing my car soon.
PREPOSITIONS
125
On
We have agreed on a course of action that should help the company to
recover its leading position on the market.
Other examples
Im finding it very difficult to concentrate on my work with all that building
work going on outside!
Whether we develop that particular product line or not depends on the
results of the market research survey.
I must insist on absolute secrecy about this new project. Our competitors
must not get to hear about it.
Why dont you ask Janet to do that job for you? You can rely on her.
agree
concentrate
depend
insist
rely
ON
To
I have complained to their Customer Service Manager about the late
delivery of the goods I ordered from them.
Other examples
Who does this briefcase belong to? It seems to have been left behind by
someone.
He hasnt replied to my letter yet.
How did the negotiations go?
Well, they didnt object to our suggestions and we managed to reach a
satisfactory agreement.
126
GRAMMAR
belong
complain
object
reply, respond
TO
To
1. We complain to someone about something:
I complained to the hotel manager about the poor central
heating.
2. We reply or respond to a person, a letter, or a suggestion:
He hasnt responded to my suggestion yet.
3. Something belongs to someone:
That briefcase belongs to Tom Smith.
4. A person belongs to an organisation:
Ian belongs to Kingsdown Golf Club.
I belong to the Institute of Chartered Surveyors.
5. We object to something:
I objected to his rude behavior.
With
Thats an excellent idea. I agree with you completely.
Other examples
How many boxes would you like?
Well. Can you supply us with about fifty?
PREPOSITIONS
127
agree
supply
WITH
We supply someone with something, but we supply something to someone:

The company supplies schools with educational books.
The company supplies educational books to schools.
Agree on/agree to/agree with

We agree with someone, but we agree to do something, and we
agree on an idea.
I said that we should spend more on computer hardware. He agreed
with me.
I agreed to go with my Sales Director to Brussels to meet our new
customer.
We discussed how we should try to improve the morale of our staff
and agreed on a plan of action.
128
GRAMMAR
35
Nouns + Prepositions
For
Market research shows that there is a great demand for this kind of
product.
Other examples
There is a need for young, highly qualified engineers.
Let me explain the reasons for the proposed staffing changes.
I have great respect for David Lloyds opinions. Hes always very sensible.
demand
need
reason
respect
FOR
In
There has been a significant increase in bank lending since last year.
Other examples
We must apologise for the delay in contacting you.
We have experienced great difficulty in finding a suitable person to fill the
vacant post in the production department.
PREPOSITIONS
129
The fall in demand was largely due to the recession.

delay
decrease/fall
difficulty
increase/rise
IN
Of
During my presentation, Ill give a brief account of the departments
activities over the last year.
Other examples
One advantage of having a branch in Vienna is the proximity of some other
countries we are interested in, such as Hungary and the Czech Republic.
This machine broke down yesterday, but the technician managed to find the
cause of the problem and he mended it.
The cost of the new building could run into millions of dollars.
Whats your opinion of the architects plans for the new extension?
Our share of the market has increased steadily at a rate of about two per cent
each year.
What was the result of your meeting yesterday, Martin?
I was driving at a speed of about forty kilometres per hour when the
accident happened.
Lets try a different way of dealing with this problem.
The weight of the package is five kilos.
account
advantage/disadvantage
cause
cost
depth/height/length/weight
opinion
rate
result
speed
way
130
OF
GRAMMAR
Advantage of/advantage in
We say: An advantage of being based in the south of England is
that we are able to get to London easily.
but
we say: There is an advantage in doing something.
There are two main advantages in opening a new factory in Mexico;
one is the low cost of labour, the other is proximity to the North
American Market.
To
Their initial reaction to the rise in interest rates was one of concern about
its effect on the exchange rate.
Other examples
Could you let us have an answer to these questions by Friday?
I am very impressed with Andrew. He seems to have a very positive attitude
to the job.
The invitations to the reception were sent out yesterday.
I havent received a reply to the email I sent to Harrison's.
Do you think we can find a solution to the technical problems by the end of
this month?
answer
attitude
invitation
reaction
reply
solution
PREPOSITIONS
TO
131
With
I am phoning in connection with your recent enquiry regarding our
products.
Other examples
Have you had much contact with the advertising agency since the
advertising campaign ended?
Can you help me with this translation, please? Im having some difficulty
with it.
We have a good relationship with our main customers. Our sales
representatives visit them regularly.
connection
contact
difficulty
relationship
WITH
With or between? With or in?

1. Contact/relationship between
Contact and relationship are also used with between:
There has been no contact between us for over a year.
There is a good relationship between the manager and his staff.
2. Difficulty with/difficulty in
We say difficulty with something but difficulty in doing
something:
We had some difficulty in finding all the information we
needed.
132
GRAMMAR
36
Prepositions + Nouns
At
I should be grateful if you would reply by the end of December at the
latest.
Other examples
We must find a solution to this problem at all costs.
At a guess, Id say that theyll need about fifty copies of the report but Ill
check the number tomorrow.
At first glance, the results look disappointing, but if you compare them
with last years results, they are not so bad.
Weve received payment from the customer at last!
We must start work on this report at once.
AT
all costs
a guess
first glance
last
the latest
once
By
(In a shop/restaurant)
How would you like to pay, Madam?
By credit card, please.
PREPOSITIONS
133
Other examples
I saw Roger Davis yesterday. I bumped into him by chance in the street.
I think this is your pen. I picked it up by mistake yesterday.
BY
chance, accident
cheque, credit card, American Express, etc.
mistake
We pay in cash.
For
They have decided to hold this years management conference in the UK
for a change. They usually hold it in Germany.
Other examples
Would you like to come round for a drink this evening?
Geoffs going to London for a meeting tomorrow.
Jim likes to go for a swim every morning before breakfast.
There are a lot of beautiful cities in central Europe, Prague, for example.
FOR
134
a change
a drink, a meal (for breakfast, lunch, dinner)
a meeting
a swim, a walk
for example, for instance
GRAMMAR
In
(In a shop or restaurant)
How would you like to pay, sir?
In cash, please.
Other examples
Youll have to pay for the goods in advance.
Well, I think were all in agreement, so perhaps we can go on to the next
point.
Georges deputy is in charge of the department while hes away.
Im telling you this in confidence. Please dont tell anyone else at the
moment.
I agree with the proposal in principle, but I disagree with some of the
details.
In my opinion, we should freeze salaries for the next year as a cost-cutting
measure.
How did the negotiations go yesterday?
Well, the discussions went on for a long time, but we reached agreement in
the end.
You left rather late yesterday. Were you in time for the meeting?
Yes, I was. I got there about half an hour early!
Its a good idea in theory, but I dont think itll work in practice.
He agreed to give us a fifteen per cent discount when I spoke to him
yesterday, but we must make sure that he puts his offer in writing.
IN
PREPOSITIONS
advance
agreement
cash
charge
confidence
the end
...opinion
practice
principle
theory
time
writing
135
Notes
1. We say in cash but by cheque, credit card, American Express, etc.
2. In the end = finally, after waiting a long time,
but we say at the end of a conversation, a meeting, a report, book, etc.
On
Hello, Mr Parsons. I havent seen you lately.
No. Ive just come back from Paris.
Oh. Were you there on holiday or on business?
On business.
Other examples
Is Jane in the office today?
Yes, but shes on the telephone at the moment.
We must start the meeting exactly on time tomorrow. There are a lot of items
on the agenda.
ON
the agenda
business, a business trip
holiday
the telephone
time
On time/in time
On time = punctual, exactly at the right time.
In time = early, before the start of something for example, in time
for the meeting.
On holiday/for a holiday
We say that someone is on holiday but we can also say that
someone goes somewhere for a holiday:
He is on holiday in Venice.
Keiths gone to Spain for his holiday.
136
GRAMMAR
Under
There has been a riot by demonstrators in the street today, but the police
have the situation under control.
Other examples
We havent made a decision yet about our capital expenditure programme.
The matter is under discussion.
Our current production systems are under review. We might decide to
introduce some changes.
The market research study is now under way, and should be completed by
the end of the month.
UNDER
control
discussion
review
way
Note
Under way = going on
PREPOSITIONS
137
37
Countable and
Uncountable Nouns
Countable Nouns
Were installing a new machine in the factory next month.
Singular
Would you like a cup of tea?
A scanner is a useful item of equipment.
Thats a beautiful piece of music.
Could you buy a loaf of bread for me, please?
Have you got a car?
Plural
They are going to buy some new computers for the accounts department.
He gave me two copies of the report.
She has three brothers.
There are some letters for you on the desk.
Im meeting some friends on Saturday.
Have you read any good books recently?
Countable Nouns are used in the singular and the plural and can be counted with
numbers.
138
GRAMMAR
Singular
a book, one book
a man, one man
a child, one child
a company, one company
Plural
two books, three books
two men, three men
two children, three children
two companies, a group of companies
We can use a or an before singular countable nouns:

a job
an orange
Countable nouns with some and any

1. We use some with countable nouns in the plural:
I must buy some new shoes.
2. Any is often used in questions and negatives with countable
nouns in the plural:
Have you got any cigarettes?
There arent any letters for you today.
39
40
See also Some and Any (Unit 39) and Quantity (Unit 40).
Uncountable Nouns
Were installing some new machinery in the factory next month.
NOUNS
139
Other examples
Would you like some tea?
Theres a lot of expensive computer equipment in the office.
I love listening to classical music.
Could you buy some bread for me, please?
Could you give me some information about your prices, please?
Have you got any time tomorrow to discuss my ideas for the Paris
meeting?
Uncountable nouns:
1. have only one form (examples: information, music, work, happiness)
2. cannot be counted with numbers
3. take a singular verb
UNCOUNTABLE NOUN
Advertising
is
an expensive way for us to market our goods.

SINGULAR VERB
Uncountable nouns with some and any

1. Uncountable nouns are never used with a or an. They are
often used with some:
He gave me some advice.
In sentences like this, some is not used:
Do you like wine?
2. Any is often used in questions and negatives with uncountable
nouns:
Is there any money in the petty cash float?
There isnt any coffee left.
140
GRAMMAR
Typical Error
Could you give me some
informations, please?
Correct
Could you give me some
information, please?
39
40
See also Some and Any (Unit 39) and Quantity (Unit 40).
NOUNS
141
38
Articles (a/an/the)
A/an (indefinite article)

A company is a subsidiary if it is owned by another company.
Other examples
They live in a small house in the centre of the city.
Do you think the Hilton Hotel would be a suitable venue for the conference?
They made a loss of one million pounds last year.
We received an estimate for the building work this morning.
I read an article about the Bundesbank in the Financial Times yesterday.
Note
The indefinite article a/an is used with countable nouns in the singular:
INDEFINITE ARTICLE
I watched
142
COUNTABLE NOUN IN SINGULAR
programme
on TV about terrorism in Europe.
GRAMMAR
The (definite article)

Industry is gradually recovering from the economic recession.
Other examples
Logica designs computer software. The company is based in London.
Marks and Spencer was one of the most successful British retailing companies.
I found the recommendations in your report very interesting.
There isnt a bank in my village. The nearest bank is about ten miles away.
We will need to put a proposal to the board of directors.
Austria joined the European Union in 1995.
When do we use the?

The definite article the is used:
1. when we speak about something we have already mentioned:
I paid a cheque into the bank today. The cheque was from the
insurance company.
2. when we expect the listener to understand what we are referring
to:
The meeting has been postponed until next week.
(The listener knows which meeting is being referred to.)
3. when we talk about something specific:
The water in many Scandinavian rivers is polluted by acid rain.
(The water is specific.)
You will find the information on page twelve very helpful.
(The information is specific.)
4. when there is only one particular thing:
Helsinki is the capital of Finland.
(There is only one capital in Finland.)
We flew across the Atlantic Ocean.
(There is only one Atlantic Ocean.)
DETERMINERS
143
No article (the zero article)

Cars parked without permission will be clamped.
Other examples
Information on all our products can be found in the enclosed brochure.
Petrol is getting more and more expensive.
Do you have digital television at home?
When is there no article?

No article (the zero article) is used with:
1. Countable nouns in the plural (when they are not specific)
COUNTABLE NOUN IN PLURAL
Club members
receive discounts on flights within Europe.
2. Uncountable nouns (when they are not specific)

UNCOUNTABLE NOUN
Unemployment
144
has risen by one per cent.
GRAMMAR
39
Some and Any
Some
Some clauses in the contract will need to be changed before we can agree
to it.
With countable nouns in the plural (positive statements)

We have received some applications for the vacant post, but not very many.
Some employees also contribute to private pension schemes.
SOME
There are some

mistakes in the report.
With uncountable nouns (positive statements)

Id like some information about your products, please.
Theres some coffee in the pot if youd like some.
SOME
UNCOUNTABLE NOUN
Ive got some good news for you.
In questions, especially offers (countable and uncountable nouns)

Would you like some tea?
How about some cake?
Would you like some biscuits?
DETERMINERS
145
In other questions, often when we expect the answer yes (countable and
uncountable nouns)
Could you give me some information about trains to London, please?
Could you give me some advice about these software packages?
Could you give me some coins in exchange for this note, please?
Any
I wrote to the company last week asking for advice, but I havent
received any reply yet.
In questions with countable nouns in the plural

Are there any letters for me in the post?
Have you got any cigarettes?
ANY
Do you have
any

suggestions ?
In negative statements with countable nouns in the plural

He cant speak any foreign languages.
There arent any delegates from Finland at the conference.
ANY
They didnt have any
146

questions to ask.
GRAMMAR
In questions with uncountable nouns

Will this cause you any trouble?
Have you got any time for a meeting next Monday?
ANY
Is there
UNCOUNTABLE NOUN
any photocopier
paper in the stationery cupboard?
In negative statements with uncountable nouns

I havent got any money with me.
There isnt any milk in the fridge.
ANY
I havent
any
UNCOUNTABLE NOUN
time
to talk to you just now, Im busy.
In positive statements
Lets meet on Tuesday. Any time is all right for me.
(Meaning: I dont mind which time.)
Ill be pleased to answer any questions you may have.
(Meaning: all your questions.)
Any good manager will tell you that quality is of the utmost importance.
(Meaning: all managers will tell you that.)
DETERMINERS
147
40
Quantity
(How Much...?)
A lot/a lot of
Have you got a lot of work to do?
Other examples
I have a lot of questions to ask you.
We have a lot of sales representatives in the UK.
It cost a lot to have the printer repaired.
Using a lot of/a lot/lots of

1. A lot of is used with both countable and uncountable
nouns:
a lot of components
a lot of time
(countable noun)
(uncountable noun)
2. A lot is used without a noun:

He earns a lot.
I use my mobile phone a lot.
3. Lots of is more informal than a lot of:
Lots of British people drink tea.
4. A lot/a lot of/lots of are used in positive statements and
sometimes in questions and negative statements:
Lots of the materials we use are recycled.
Are there a lot of restaurants in that area?
He doesnt earn a lot (of money).
148
GRAMMAR
Much
How much time have we got before the meeting starts?
Other examples
How much do you charge for your services?
Do you have much contact with the Berlin office?
Dr. Lehmann doesnt speak much English so well need an interpreter.
I wont be leaving the office till late. Ive got so much work to do.
Note
Much is used with uncountable nouns. It is used very often in questions and
negative statements.
How much money does he earn?
There isnt much paper left.
It is sometimes used in positive statements:
Much of the work has already been completed.
We do not often use much followed immediately by a noun in positive statements

in spoken English. Instead, we use a lot of.
Typical Errors
Hes got much money.
DETERMINERS
Correct
Hes got a lot of money.
149
Many
There werent many questions at the end of the presentation.
Other examples
How many employees are there in your department?
How many languages do you speak?
I have some clients in the south of England, but not many.
Many of our competitors went out of business during the recession.
There arent many products of this type on the market.
There werent as many people as expected at the Trade Fair.
Note
Many is used with countable nouns. It is used very often in questions and
negative statements.
Did you take many photographs when you were on holiday?
There arent many items on the agenda today.
It is sometimes used in positive statements:
Many of our employees speak at least one foreign language.
We do not often use many followed immediately by a noun in positive statements

in spoken English. Instead, we use a lot of.
Typical Errors
There were many people at the
conference.
150
Correct
There were a lot of people at the
conference.
GRAMMAR
A few/few
There were only a few cars on the road so we got here quickly.
Other examples
The new product will be available on the market in a few months time.
Ive been to Moscow a few times.
Ill ask him to call you back in a few minutes.
Very few people showed any interest in the idea.
Only a few people attended the conference.
I spoke to the branch manager a few days ago.
Few tourists visit this area in the winter.
Using a few/few
A few
A few is used with countable nouns.
We have a few customers in Japan.
He only smokes a few cigarettes a day.
(A few means a small number [not many].)
A few has a positive meaning:
Ill see you again in a few weeks time
It is often used with only which makes it more negative:
There were only a few interesting books on the shelves.
Few
Few is used with countable nouns to talk about a smaller number
than expected:
Few people support this initiative.
(We expected more people to support it.)
They made few mistakes.

(I expected them to make more mistakes.)
They made a few mistakes.
(They made some mistakes, but not many.)
DETERMINERS
151
A little/little
There is only a little money left in the Petty Cash box.
Other examples
He has little interest in the job.
He can speak only a little Arabic.
We have only a little time left so lets try and come to a decision.
I need a little more time to consider your proposal.
Weve made little progress with our research so far.
Using a little/little
A little
A little is used with uncountable nouns:
Id like a little more time to think about this.
Would you like some more wine?
Just a little, please.
A little means a small amount (not much). It is often used with
only:
I have only a little free time.
Little
Little without a emphasises how small the amount is:
There was little he could do about it.
I have little money.
(I dont have as much as I would like.)
I have a little money.
(I have some money but not much.)
152
GRAMMAR
41
Both, Neither, Either
Both
Peter came up with two interesting ideas at the meeting. Both of them
are worth considering.
Other examples
We are looking for somewhere in England to locate our branch office, and
have considered both Manchester and Birmingham.
He has two children, both girls.
We have two subsidiary companies. Both performed well last year.
Both is used to talk about two people, objects, ideas, etc.

Both takes a plural verb.
TWO PEOPLE
Both the
are
product manager
and the
sales manager
on holiday at the moment.
PLURAL VERB
Both can also be used at the end of a statement:

He suggested two solutions. Well try them both (or well try both of them).
DETERMINERS
153
Both of...
We use both of with us, you, and them:
Both of them live in London.
We can also say:
They both live in London, or
Both my brothers live in London.
Neither
I interviewed two people for the vacant post but neither candidate was
suitable.
Neither (+ singular noun)

The staff are not in favour of this idea and neither is management.
Neither machine is expensive.
We use neither to talk about two people, objects, ideas, etc.

Neither = not either.
Neither takes a singular verb.
TWO PEOPLE
Neither the
is
sales manager nor
his assistant
in the office today.

SINGULAR VERB
154
GRAMMAR
Neither...nor
I tried to phone Colin Ford yesterday, but neither he nor his assistant was in.
Neither Mario nor Andrea lives in Rome.
Neither of...
Neither of the estimates is acceptable.
Neither of those two hotels would be suitable for the conference.
I looked at two new computers yesterday but neither of them is what I want.
I showed Janes design to two of my colleagues but neither of them liked it.
Agreement with a negative statement

Neither
We can use neither with a verb and pronoun or name. Notice that
they are inverted:
NEGATIVE VERB
SUBJECT
I
dont like this kind of music.
Neither
POSITIVE VERB
do
.
SUBJECT
John cant speak Japanese.

Neither can Peter.
(Nor can also be used: Nor do I, Nor can Peter.)
Either
I was invited to two sales promotions last week, but I was so busy I
couldnt attend either.
DETERMINERS
155
Either (one or the other of two people, objects, ideas, etc.)

Which hotel shall I book you into? The Grand or The Palace?
Either. I dont mind which.
Either...or
We could meet on either Monday or Tuesday. Which day would suit you
better?
I think either you or Margaret should go and see Jean-Luc at the Paris office
as soon as possible.
I dont have time to see them either today or tomorrow. Im fully booked
until the beginning of next week.
Can you book me on a flight to Frankfurt? Either the ten oclock, or the
eleven-thirty.
Either of
I didnt manage to speak to either of the candidates yesterday. They were
interviewed by our head of department.
Can either of you translate this letter for me?
Agreement with a negative statement

Either
Both neither and either are used to show agreement with
negative statements:
I dont like this kind of music.
I dont either. (This is the same meaning as Neither do I.)
John cant speak Japanese.
Alan cant either.
(Neither can Alan.)
Shes not interested in football.
Neither am I. or Im not either.
156
GRAMMAR
42
Each and Every
Each
Please look at each photograph very carefully.
Other examples
Each of the products in the range has different packaging.
Each member of the team is responsible for a different area of the business.
We recruit about twenty new trainees each year.
There is a separate brochure for each of the services we provide.
Each is used with countable nouns in the singular:

EACH
Each

department has its own secretary.
Note
Each can be used without a noun.
There are four different designs. Each is different.
(We can say Each one is different.
We can also say Each of them is different.)
DETERMINERS
157
Every
We have a brief, informal meeting every morning.
Other examples
Elizabeth visits the Berlin office every month.
The Personnel Manager gives every employee an appraisal at the end of the
year.
Im sorry there arent any free offices at the moment. Every room is being
used.
Every is used with countable nouns in the singular:

EVERY
He makes a success of every

project in which hes involved.
Each and every: contrast

Each
We use each when we talk about people or things separately.
Each =
+ + +
Each section in the department has a manager.

Every
We use every when we talk about people or things as a group:
Every =
Every member receives a copy of the societys monthly magazine.

(Meaning: All the members receive a copy.)
158
GRAMMAR
43
Make or Do?
Make
The directors are going to make a decision soon about buying a new
office building.
Other examples
Id like to make some changes to the design.
Ive made an appointment to see the Managing Director at Masons
tomorrow.
He made a lot of money and retired early.
We made them an offer which they couldnt refuse.
We have made a lot of progress with the research project.
The company made a large profit last year.
The company made a loss on its contract to supply equipment to the
government.
One of our customers has made a complaint about the delay in dealing with
her order.
A lot of our employees were made redundant during the recession.
Note
Make is often used when we are giving the idea of production or creation:
make plans
make alterations
Have you made any plans for your summer holiday?
EASILY CONFUSED WORDS
159
Do
I was interrupted a lot yesterday. I didnt manage to do much work.
Other examples
What do you do for a living?
Im an electronics engineer.
My company does a lot of business in the Far East.
Could you do me a favour? Could you post this letter for me, please?
We have done a lot of research into consumer attitudes.
Note
Do is used to talk about work:
Ive got a lot of work to do.
My son hates doing his homework.
Do is also used in a general way when we do not say what the activity is:
Weve got a big problem with this machine. I dont know what to do about it.
What are you doing on Saturday?
Oh, Im not doing anything special.
Useful words with:
160
MAKE
DO
an appointment
a business trip
changes/alterations
a complaint/an apology
a decision
a loss
a mistake
money
a noise
an offer
plans/arrangements
a profit
progress
someone redundant
a telephone call
business
the cleaning
the cooking
exercises
the housework
a job/something for a living
the shopping
someone a favour
work
GRAMMAR
44
Rise or Raise?
Rise
The level of unemployment always rises during a recession.
Other examples
Profits rose by five per cent last year.
The sun rises in the east.
The demand for this type of product is rising all the time.
The cost of raw material has risen in the last six months.
Raise
The government will probably raise the tax on petrol next spring.
Other examples
We raised our prices last year.
Im sorry I cant hear you. Could you raise your voice a little?
The government may have to raise interest rates in the next few months.
We continued with the meeting since nobody raised any objections.
They raised most of the money from private investors.
161
Raise must be followed by an object:

RAISE
The Bundesbank raised
OBJECT
interest rates last year.
RISE OR RAISE?
162
RISE
RAISE
If something rises, it
goes upwards
If you raise something,

you move it upwards
Rise is not followed by

an object
Raise is followed by an
object
Interest rates rose by one

per cent last month.
The government raised

interest rates last month.
Prices rose substantially

last month.
Our suppliers raised their

prices substantially last
month.
GRAMMAR
45
When or If?
When
When will you give him the letter?
Ill give it to him when I see him tomorrow. Hes coming here for a
meeting.
Other examples
Can I use your computer when youve finished what you are doing?
Ill phone you when I get back from my holiday.
Im going to look for a new camera when Im in London next week.
Well pay you when you give a satisfactory reply to our complaint, not
before.
If
Were going out for a drink this evening. If youre free, youre welcome
to join us.
Other examples
If he gets the job hes applied for, hell have to move house.
Could you give Mr. Dodd the message, please?
I dont know whether Ill be seeing him. Ill certainly tell him if I do.
What would you do if you won the lottery?
If I won, Id probably buy a new car.
163
WHEN OR IF?
WHEN
IF
Something is certain to
happen
We are not sure that

something will happen
Well play tennis
tomorrow if the weather
is fine.
(The weather may not be
fine, but if it is, well play
tennis.)
Ill speak to him when I

get home this evening.
(I will certainly get home
this evening and I will speak
to him then.)
Typical Error
Ill let you know when the Board
agree to the proposal.
Correct
Ill let you know if the Board
agree to the proposal.
12
See also Conditionals: Introduction (Unit 12).
164
GRAMMAR
46
So or Such?
So
The estimates we received were so high that we decided to invite other
firms to submit tenders for the work.
Other examples
He drives so carelessly. Im sure hell have an accident before long!
The weather was so bad at the weekend that we decided to stay at home.
Ive got so much to do, Ill have to work late tonight.
Profits were so good last year that we decided to give all staff a large bonus.
Both new employees are so efficient. We are really pleased with their work.
So...that
So...that is used to show a result:
The car was so expensive that I couldnt buy it.
Such
It was such a good training course that we were sorry when it came to
an end.
165
Other examples
It is such an old and slow computer that we should really consider buying a
new one.
It was such an interesting film that I decided to buy the book.
Its such a long time since Ive seen her.
Such a high quality product is bound to be expensive.
Such...that
Such...that is used to show a result:
It was such an expensive car that I couldnt buy it.
SO OR SUCH?
followed by
an adjective
The service was so bad

that we complained.
with
adverbs
We were served so badly

that we complained.
followed by a
noun
Such service is bound to

attract complaints.
with
adjectives and
nouns
We received such bad

service that we
complained.
So
or
Such
166
GRAMMAR
47
British and American

Grammar Differences
Past Simple and Present Perfect

Americans use the Past Simple for talking about new and recent
information, particularly when just, already, and yet are used. In these
cases, British English uses the Present Perfect.
They have just opened a new

factory.
They just opened a new factory.
Im afraid he isnt in the office.

Hes gone out.
Im afraid he isnt in the office.

He went out.
Ive already had dinner.
I already had dinner.
Have you finished that project

yet?
Did you finish that project yet?
Have you ever been to Paris?
Did you ever go to Paris?
GENERAL INFORMATION
167
Prepositions
168
in the team
in Surrey Street
at the weekend
on the team
on Surrey Street
on the weekend
I wrote to the authorities.
I wrote the authorities.
We are meeting the authorities

next week.
We are meeting with the

authorities next week.
Ill talk to him tomorrow.
Ill talk with him tomorrow.
Its a quarter to four.
Its a quarter of four.
GRAMMAR
Everyday
Communication
48
Greetings and Farewells
Greetings
Good morning, Mr. Jackson.
Good morning. How are

you?
Very well, thank you. And

you?
Im fine, thank you. Its a

long time since Ive seen you.
Yes, Ive been to Italy, on

holiday.
Did you have a good time?
Yes, the weather was

wonderful.
Good morning. How are you?
Very well, thank you. And you?
Im fine, thank you
170
EVERYDAY COMMUNICATION
Hello, John. Nice to see you. How are you?
Hello, Mike. Im fine, thanks. How are you?
Very well, thanks. Im glad Ive seen you. I was going to ring you.
Were you? What about?
Well, I wanted to talk to you about the Sports Club meeting next week.
Hello... Nice to see you
Hi Tina!
Hello, Jane. How are things?
Not too bad. How about you?
Fine, thanks. Have you got time for a coffee?
Yes, Id love one.
Hi!
How are things?
Not too bad. How about you?
Fine, thanks
Hi! is used in:
Informal British English
American English
171
Farewells
It was a very useful meeting.

Ill send you an email
confirming the details of
what weve agreed today.
You ought to receive it some

time tomorrow morning. Will that
be all right?
Well, thank you. It was nice

to see you again. I hope
youll have a good journey
back to Madrid.
Good.
Yes. Thats fine.
Thank you. Goodbye, Mr.

Sims. I look forward to
seeing you again next month.
Yes, so do I. Goodbye.
It was nice to see you again
I hope youll have a good journey
It was nice meeting you

(first time of meeting)
Goodbye
172

again
Thanks very much for the coffee, Mary.
It was nice to see you. See you again soon, I hope.
Yes, Ill phone you to arrange a lunch, perhaps. Bye!
Cheerio!
It was nice to see you
See you again soon, I hope
Bye!
Cheerio!
GREETINGS AND FAREWELLS

GREETINGS
FAREWELLS
Hello
Hi!
Bye!
Cheerio!
Good morning
Good afternoon
Good evening
Goodbye
Goodnight
See you again soon
again soon
It was nice meeting you
Good evening is a greeting that might be used after about five or six oclock in the
evening, until quite late.
Goodnight is a farewell that might be used after it has got dark in the evening.
173
49
Introductions
Introducing yourself
(Informal meeting/at a party)
174
Hello! May I join you?
Yes, please do.
My names Jim Anderson.
Hi! Im Georgina Smith.

Where are you from?
Scotland originally, but I live

in London now. How about
you?
Im from Birmingham.
Hello!
Hi!
Im...
My names...
(At a conference)
Good morning. May I introduce myself? My names Susan Holmes.

Im in the sales department at Bensons.
How do you do? Im Arnold Jones. I work for Ashley Electronics as a

Regional Sales Manager.
How do you do? Pleased to meet you.
May I introduce myself?
How do you do?
How do you do?
Pleased to meet you
Hi! is used in:
Informal British English
American English
Introducing other people

(At a party)
Jane, this is Bob. Hes an old friend from University. Bob, Jane.
Hello, Bob. Nice to meet you.
Hi, Jane. Ive heard a lot about you.
This is...
Hello/Hi! Nice to meet you
175
(Formal/at a business meeting)

Mrs. Diaz, may I introduce
Paolo Conti from Fiat? Mr.
Conti, this is Sophia Diaz
from our sales division.
How do you do?
How do you do? Pleased to

meet you.
May I introduce...?
This is...
(Im) pleased to meet you
We often say How do you do? when we meet someone for the first time. This is
not a real question and the answer is exactly the same: How do you do?
How do you do? is not the same as How are you?
Typical Errors
176
Correct
How do you do?
Very well, thank you.
How do you do?
How do you do?
Introducing other people

When introducing a man and a woman to each other, it is usual to speak to the
woman first. When introducing two men or two women, we usually speak to the
older person first.
Shaking hands
British and American people shake hands when they meet someone for the first
time. Hand-shaking is not as common as in many other countries. In Britain
and America, people do not shake hands when greeting or saying goodbye to
colleagues and friends every day. They do shake hands when they meet someone
they have not seen for a long time and also at business meetings.
INTRODUCTIONS
INTRODUCING YOURSELF
Person 1
Informal
Hello! My names...
Person 2
Hello! Im...
Formal
May I introduce myself?
My names...
How do you do?
How do you do? Im (name)
Pleased to meet you
INTRODUCING OTHER PEOPLE

Person 1
Informal
Jane this is...
Formal
May I introduce...
This is...
Person 2
Person 3
Hello! Nice to
meet you
Hello!/Hi!
How do you do?
How do you do?

(Im) pleased to
meet you
177
50
Socialising:
Polite Phrases
Asking for something (requests)
REQUESTS
Polite
May I have...?
Could I have...
Could you give me...?
Id like...
178
Neutral
POSITIVE
RESPONSES
NEGATIVE
RESPONSES
Yes, of course
Yes, certainly
No, Im sorry,...
Apologising
APOLOGISING
I really must apologise
Strong
Im terribly sorry
Im so sorry
(Im) sorry
Neutral
RESPONSES
Thats all right
Thats quite all right
Dont worry about it
Thats perfectly all right
In British English, sorry is used after you have done something.

Excuse me is used before you do something, for example, when you
want to interrupt someone during a meeting.
Excuse me, could I come in here?
In American English, excuse me is often used instead of sorry.
179
Asking for permission
ASKING FOR PERMISSION
Formal
Do you mind if I/we...?

Would it be possible to...?
Could I/we possibly...?
May I/we...?
Could I/we...?
Can I/we...?
Is there any chance of...?
Informal
GIVING
PERMISSION
REFUSING
PERMISSION
Yes, of course
Yes, certainly
By all means
Yes, that will be all right
Sure
Im afraid not
Im sorry
Well, Id rather you didnt
(in answer to Do you mind...?)
Not at all. Go ahead

(in answer to Do you/Would
you mind...?)
Do you/Would you mind...? means Is it a problem for you?

A positive answer is therefore, Not at all. Go ahead.
A negative (but polite) answer is Well, Id rather you didnt.
180
Asking someone to do something
ASKING SOMEONE TO DO SOMETHING
Formal
Would you mind...(ing)?
Would you
Could you...?
Can you?
Informal
POSITIVE
RESPONSES
NEGATIVE
RESPONSES
Yes, of course
Yes, certainly
No, Im sorry,...
I cant...
No, of course not = positive

answer to Would you mind...?
Would you mind...? means Would it be a problem for you (to do

something)?
A positive answer is, therefore, No, of course not.
181
Inviting
INVITATIONS
Wed be very pleased if you

could...
Formal
Would you like to...?

Why dont you...?
How about ...ing...?
182
Informal
ACCEPTING
INVITATIONS
REFUSING
INVITATIONS
That would be very nice

Thank you very much
Thank you. Id like that very
much
That would be great! Thanks
Its very kind of you but...

Id really like to but Im afraid
Im busy
Id love to but...
Some other time, perhaps
Offers: making offers to help
OFFERS OF HELP
Shall I
Can I
(help you)?
(carry that for you)?
Let me
(help you)
(carry that for you)
POSITIVE
RESPONSES
NEGATIVE
RESPONSES
Thanks
Thanks very much
Thats very kind of you. Thank
you
No, its all right. Thank you
183
Offering something (some coffee, a cigarette, etc.)
OFFERING SOMETHING
Neutral
Would you like...?
What about...?
How about...?
Informal
POSITIVE
RESPONSES
NEGATIVE
RESPONSES
Yes, please
Thank you
Id love one (some)
No, thanks
No, thank you
In English thank you (without yes, or no) is a positive answer, meaning

Yes, please.
184
Thanking
THANKING
Thank you very much
Formal
Thank you
Thanks
Informal
RESPONSES
Thats all right
Not at all
Its a pleasure
Youre welcome
To make thanks stronger, we sometimes add Its very kind of you or I do

appreciate it (formal).
185
51
Socialising:
Asking Other People
Some expressions, Would you like..., for example, can be used in a variety
of different situations. Some examples of these expressions are given here.
Would you like...?
WOULD YOU LIKE
something to eat/drink/a cigarette?

some help with that luggage?
to come to a football match on Saturday?
a copy of the sales report?
Would you like is used for both offers, Would you like a cup of coffee?
and invitations, Would you like to have dinner with us on Sunday evening?
186
Id like...
Id like is used when you ask someone for something.
ID LIKE
a pint of lager/two coffees, please.

to speak to Mr. Jones, please.
to use your telephone if I may.
to go to the conference in Stockholm.
to book a single room for Friday please.
Could/may I have
Could/may I have... is used when you ask for something.
COULD/MAY I HAVE
a newspaper in the morning, please?

two pints of beer, please?
a day off tomorrow?
your report by Friday?
187
Would you mind...ing?

Would you mind...ing? is used when you ask another person to do
something for you.
WOULD YOU MIND
shutting the door?

lending me your pen?
helping me with this translation?
not smoking in here?
Do you mind if I...?

Do you mind is used when you ask another person if you can do
something.
DO YOU MIND
if I smoke?
if I open the window?
if I borrow this book?
if I use your phone?
188
52
Reacting
Reacting to good news

Hi, Paul. How are you?
Fine. Ive just heard that

Ive got the contract with
Jacksons.
Congratulations! Thats
great news.
Congratulations!
Thats great news
How did you get on with your final accountancy exam, Roger?
I passed!
Well done! Im so pleased for you.
Well done!
189
Reacting to bad news
Hello, Rachel. How are you?
Im fine, but my husbands ill. Hes in hospital.
Oh, Im sorry to hear that.
Im sorry to hear that
Hello, Sam. How is everything?
Well, weve just lost an important contract, Im afraid.
Oh, thats terrible news!
Thats terrible news!
Im sorry, Caroline. I cant come out for a drink this evening. Ive got to
work late. We're so busy at the moment.
Oh, what a shame! Some other time perhaps.
What a shame/pity!
190
Showing interest
Ive just been reading about
the new interactive
software. We are going to
buy some for the company.
How interesting!
How interesting!
Did I tell you that the Sales Manager has been dismissed?
Really?
Really?
So, we decided to start a new branch in Budapest.
Thats very interesting!
Thats very interesting!
191
REACTING TO GOOD NEWS

Congratulations!
Thats great news

Well done!
REACTING TO BAD NEWS

Im so sorry to hear that
Thats terrible news
What a shame/pity!
SHOWING INTEREST
How interesting!
Really?
Thats very interesting
192
53
Comparing and Contrasting
Comparing
Our prices, in comparison with those of competitors, are relatively low.
Other examples
Compared with other similar products, this is of a very high quality.
If you compare prices in Switzerland with those in England, you will find
that Switzerland is more expensive, on the whole.
There is no comparison between the software we use nowadays and that
used ten years ago. Modern software packages are much more flexible.
Contrasting
Profits for the first half of the year were very encouraging despite the
poor demand in January.
Other examples
Although Paul Jackson is a strong candidate for the post, James Brown
fulfills all our criteria.
Even though this brand has been reasonably successful, we have decided to
discontinue it and concentrate on improving our leading brands.
We expect positive results in the long-term, in spite of poor short-term
forecasts.
193
There are some advantages and disadvantages in setting up a company in

Norway. On the one hand we have extremely good contacts there, on the
other hand there are few tax advantages.
This sector of the market has not improved, whereas the general trend has
been encouraging.
While our service is highly regarded by our clients, it is still necessary to
make some improvements.
Note
Compare
To compare is to examine one thing in relation to another to show

similarities and differences.
29
See also Comparatives and Superlatives (Unit 29).
Contrast
To contrast is to compare things that are dissimilar, especially to

show the differences between them.
COMPARING AND CONTRASTING
194
COMPARING
CONTRASTING
compared with
if you compare...with
in comparison with
relatively
there is no comparison
between...and...
although
despite
even though
in spite of
on the one hand,...on the
other hand
whereas
while
54
Connecting Ideas
Adding extra points

The tax allowances are not only substantial, they are also easy to claim.
the tax allowances

are substantial
they are easy to

claim
The tax allowances are not only substantial,

they are also easy to claim.
Other examples
In addition to the factors I have already mentioned, we need to consider the
future implications of this deal.
As well as appointing extra staff, we should install some extra computers.
Stating alternatives
As I see it, there are two possible options open to us. One is to take
immediate legal action against the suppliers for breach of contract.
Alternatively, we can give them another chance but warn them that,
if things dont improve, well have to sue them.
195
Two alternatives
Take legal action
or
Warn them what will

happen the next time
Other examples
We could establish a branch in the Ukraine straightaway. An alternative
would be to send out representatives from our Moscow operation.
Instead of discussing our domestic market, we should be considering our
export trade.
Explanation/clarification
The tax rates are progressive. In other words, the percentage withheld
increases as the income rises.
STATEMENT
the tax rates are
progressive
EXPLANATION
the percentage withheld
increases as the income rises
Other examples
I expect to complete my investigation within three weeks, and it will take me
two more weeks to write my report. That is to say, you should have the
report before the end of April.
The company spends five hundred thousand dollars on training each year
and employs one thousand staff. This means that annual spending on
training amounts to five hundred dollars for each member of staff.
196
Giving examples
As you can see from the figures, last year was very disappointing for
many reasons. To give an example, we lost one of our major customers,
Rutters, who changed their product range and no longer needed our
materials.
Other examples
We try to enter a market by making our products as attractive as possible. We
do this by, for example, using effective advertising and starting with lowpriced products.
There are several advantages in using this type of engine. For instance, it is
much more economical than the one weve got at the moment.
All the phrases listed above are more common in formal presentations or in
written English than in informal spoken English.
197
CONNECTING IDEAS
ADDING EXTRA POINTS
In addition to...
Not only...also
As well as...
STATING ALTERNATIVES
There are (two) possible options open to us, one is...
Alternatively,...
We could...
Instead of...
An alternative would be...
EXPLAINING
In other words,...
That is to say,...
This means that...
For example,...
For instance,...
GIVING EXAMPLES
To give an
example,...
198
55
Describing Trends
Upward trends
Increased sales led to a rise in
profits last year.
$m
ANNUAL SALES
60
40
20
last this
year year
Sales reached a peak of sixty

million last year
Verbs
Our share of the market has increased by three per cent in the last nine
months.
The percentage of people who are unemployed in this region rose from ten to
eleven per cent last year.
In the first quarter of the year, turnover reached 11.3 (eleven point three)
billion dollars.
Our most profitable year so far was 2006 when sales reached a peak of sixty
million.
Annual production went up by 25% (twenty-five per cent) between 2004 and
2008.
199
Sales climbed to fifteen million last month which is very encouraging.

Short-term interest rates rose during the first half of last year and peaked
at 8% (eight per cent).
The year started badly but things began picking up in March.
Prices have risen rapidly in the last month.
Adjectives and nouns
Although monthly demand has fluctuated, the overall trend in the last year
has been upward.
There has been considerable growth in exports to the Far East.
There has been a boom in spending since July.
to
peak
to
pick up
to pick up
(recover)
(to reach) a peak

(to peak)
UPWARD TRENDS
RD
A
W
UP
200
VERBS
rise
increase
go up
climb
grow
pick up
expand/boom
(rise dramatically)
NOUNS
a rise
an increase
growth
expansion/boom
(dramatic rise)
Downward trends
Sales fell by five per cent last month
compared with the previous month.
Verbs
The level of unemployment dropped
last month.
Share prices reached a peak in October
and then slumped.
MONTHLY
SALES
%
100
95
Feb March
Sales fell by five per cent

last month
Interest rates have gone down by one per cent since the beginning of the year.
Consumer spending decreased by three per cent in February.
Nouns and adjectives

There was a sharp fall in share prices on the Tokyo Stock Exchange
yesterday. The Nikkei share index fell by over 1,200 (one thousand two
hundred) points.
There has been a decline in interest in this product recently.
The overall trend in the purchase of our type of products this year has been
downward.
DOWNWARD TRENDS
VERBS
D
O
W
N
W
A
RD
fall
decrease
go down
drop
decline
collapse
slump
(fall dramatically)
NOUNS
a fall
a decrease
a drop
a decline
a collapse
a slump
(dramatic fall)
201
Stability and fluctuation

In 2000, our share of the market stood at ten per cent. Since then, it has
risen steadily and is now nearly twenty per cent.
Other examples
The dollar exchange rate has fluctuated by large amounts in the last few
months.
Monthly production rose rapidly and then levelled off at two thousand
units.
Interest rates have remained stable since the beginning of the year.
Sales fell throughout the year, but bottomed out in January this year. Since
then, there has been some improvement.
Note
Stand at is used to indicate the level or position of something at a certain time.
In January, sales in this region stood at sixty million.
STABILITY AND FLUCTUATION
to
fluctuate
to level
off/out
to bottom
out
202
to remain
stable
Degree and speed of changing trends

There was a sudden fall in orders from America which led to a sharp
decrease in turnover.
Degree
After a dramatic fall in demand, we were forced to close down one of our
branches.
Prices of raw materials have risen dramatically in the last month.
Consumer spending increased significantly after the cuts in taxation.
Profits have risen slightly in the last six months.
DEGREE (amount)
60
25
15
10
10
10
1
12
Months
dramatic
(dramatically)
sharp (sharply)
12
Months
substantial
(substantially)
considerable
(considerably)
significant
(significantly)
12
Months
slight (slightly)
moderate
(moderately)
Speed
There has been a rapid increase in distribution costs in the last year.
The level of investment rose suddenly last year.
There has been a steady decline in share prices on the London Stock
Exchange.
203
SPEED (time)
20
20
20
10
10
10
Months
rapid (rapidly)
30
Months
steady (steadily)
60 Months
gradual (gradually)
slow (slowly)
Market activity
The stock market has been buoyant in the last couple of days.
Other examples
The property market is stagnant at the moment, nothing is moving. We hope
it becomes more active soon.
Demand has been sluggish recently.
Prices have remained steady over the last year.
MARKET ACTIVITY
Active
active
buoyant
stable
Non-active
204
sluggish
stagnant
56
Expressing Certainty,
Probability, and Possibility
Certainty
The use of the new equipment will certainly increase costs.
Other examples
The programme will definitely be implemented next month.
The establishment of the new department is certain to make a big difference
to the company.
This service would increase the amount of information available to clients.
We shall definitely not make any changes to the existing contract at the
moment.
It is a very complex process. The staff are bound to need special training.
Probability
The decision about the design project should be made at todays
meeting.
Other examples
Jane phoned to say that shell probably be a little late for the meeting.
It is unlikely that we shall be in a position to take on any new staff this year.
Theres a letter in the post for you. It ought to arrive today. It was posted on
Friday.
We will probably not issue a new brochure until next January.
The next meeting of the shareholders is likely to take place in September.
205
Possibility
It is possible that the company may open a new branch in Moscow in
the near future.
Other examples
Bob isnt sure whether he can attend the conference. He may be in Japan at
that time.
Well possibly appoint an extra accounts clerk in a month or two.
I dont know why Alan isnt here yet. He could have missed his connecting
flight.
We might postpone the launch until later in the season but we havent made
a definite decision yet.
Restructure the department? While were working on the current project,
that is
CERTAINTY, PROBABILITY AND POSSIBILITY
Yes
100%
No
100%
206
Verbs
Adverbs
Adjectives
will/would
certainly/
definitely
certain (to)/
definite/bound to
should/
ought to
almost certainly/
definitely
almost certain
probably
probable/likely
may/can
possibly
possible
could/might
probably not
improbable/
unlikely
will not/
would not
certainly not/
definitely not
certain not to/

impossible
57
Forecasting
Weve experienced a lot of problems in the last few years, but now that
Europe is finally coming out of recession, Im confident that well achieve
much greater success this year.
We need to step up production. I expect the demand for these products to

be much greater than in previous years.
I doubt if well be able to make all the necessary changes to our

information systems without employing extra staff.
I would be surprised if we did not achieve sales of more than one million
pounds.
We anticipate profits of around fifty million dollars in the first six months
of the year.
FORECASTING
Im confident that...
I expect...
I would be surprised if...
We anticipate...
I doubt if...
207
58
Generalising
As a rule, we expect payment in advance, but we are willing to make an

exception in your case.
Normally, fringe benefits are liable to tax, but there may be special
circumstances when this is not so.
I think were all in agreement with Andys suggestions in principle.

However, well need to consider them in more detail before we make any
definite decisions.
Were here today to discuss our sales strategies in general, and sales in
France in particular.
We have had a very good year on the whole, despite the negative trends
in January and February.
GENERALISING
As a rule,...
In general,...
208
Normally,...
In principle,...
On the whole,...
59
Persuading and
Recommending
Persuading
Youve had so many break-ins recently, cant I persuade you to install a
better security system?
Wouldnt you agree that its important to remember how the new
production process will affect the environment?
Youd be wise to consider getting a second opinion on this.
Surely it would be better to redeploy some of our existing staff, rather

than appoint extra people.
Note
To persuade is to reason with other people in order to make them do something you
want them to do, often when they are reluctant to do it.
PERSUADING
Cant I persuade you to...?
Wouldnt you agree that...?
You would be wise to

consider...
Surely it would be better to...
209
Recommending
I recommend that you review all the accounting systems at the end of this
year.
I think you should employ an outside consultant.
We suggest that you change the procedures.
It would be in your interest to wait for the Chairmans decision on this

matter.
We strongly recommend that you locate the new factory in an enterprise
zone.
You might like to consider investing in some new computer hardware.
RECOMMENDING
We strongly recommend that you...
Strong
It would be in your interest to...

I recommend that...
You should...
We suggest that...
You might like to consider...
210
Tentative
60
Sequencing
The first stage

First of all,
Firstly,
To start with,
Well start
First of all, Id like to demonstrate our new

product to you.
Firstly, we should consider the proposals you have
submitted.
To start with, Id like to hear what you all think
about the draft contract that I sent you last week.
Well start in the Accounts Office, and then Ill
introduce you to our secretarial staff.
The second stage

The second point
Secondly,
The second point is to consider the tax

implications of this move.
Secondly, well analyse the sales figures of the last
six months.
211
The next stage

Next,
Next, Id like to look at next years production

budget.
Then,
Then, Ill deal with our plans for next year.
After that,
After that, perhaps we could listen to Davids

ideas about our stand at the forthcoming Trade
Fair.
The final stage

In conclusion,
Finally,
In conclusion, Id like to return to a point I

made earlier.
Finally, well look at the new materials that Sue
has brought along to show us.
SEQUENCING
First of all,...
Firstly,...
Well start...
To start/begin with...
The second point is...
Secondly,...
Then,...
Next,
Finally,...
After that,...
In conclusion,
212
61
Help!
(What to Say if You Have Problems)
Asking someone to repeat something

Sorry?
Could you repeat that, please?
Im sorry. I didnt quite catch that.
Saying you dont understand
Im sorry. I didnt understand that.
Im not sure if Ive understood you correctly.
Asking someone to speak slowly
Could you speak a little more slowly, please?
Asking what a word means
What does _______ mean?
Saying you would like to ask a question
May I ask a question?
Asking someone to translate a word
How do you say ______ in English?
Asking how to spell something
How do you spell ______?
Asking how to pronounce something
How do you pronounce this word?
Saying you do not speak much English
Im sorry, I only speak a little English.
Asking someone to explain something
Would you mind explaining this to me, please?
213
Business Skills
62
Telephoning
GETTING THROUGH
Asking to speak to someone

Introducing yourself
Asking to be connected to a
PROBLEMS GETTING
THROUGH
When the line is engaged

Taking and leaving
messages
department
Asking for an extension
number
Stating the purpose of a call
TELEPHONING
215
63
Telephoning:
Getting Through
Asking to speak to someone and introducing yourself

Good morning. Carlton
International. Can I help you?
Good morning. Can I speak

to Adam Collins, please?
Certainly. Just a moment,

please.
Hello, Adam Collins.
Can I speak to..., please?
Philipsons. Good morning.

Good morning. My name is Kenneth Swan of Swan Pharmaceuticals.
Could I speak to your Accounts Manager, please?
Yes. Just a moment, please.
Mr. Smiths office.
Good morning. This is Kenneth Swan. Is Mr. Smith there?
216
BUSINESS SKILLS
Yes, one moment, Ill put you through.
Hello Kenneth, how are you?
My name is...
Could I speak to..., please?
This is...
Is...there?
Ill put you through

Im putting you through
Madden Limited. May I help you?

Id like to speak to Bernard Robinson, please.
Whos calling?
My name is Hans Meyer. Im calling from Hoechst AG in Frankfurt.
Hold the line, please.
Bernard Robinson.
Good morning, Mr. Robinson. This is Hans Meyer of Hoechst AG.
Im calling about our meeting next week.
Id like to speak to..., please
My name is..., Im calling from...
This is...of/from (Hoechst)
Typical Error
Here is Otto Schmidt.
TELEPHONING
Correct
This is Otto Schmidt.
My name is Otto Schmidt.
217
In English-speaking countries, it is usual to give your full name with the

forename before the surname:
My name is John Smith.
My name is Louise Walker.
When asking to speak to someone, it is usual to ask for them by their full name:
Can I speak to Robert Palmer, please?
Is Maria Fernandez there, please?
You can also ask for a person by their title: Dr., Mr., Mrs. or Miss. (Other
titles are not commonly used in English.)
Can I speak to Mr. Richards, please?
Is Mrs. Field there, please?
Asking to be connected to a department
Good afternoon. Simpsons.
Good morning. Could you

put me through to the
Customer Services
Department, please?
Just a moment, please.
Could you put me through to...

please?
218
BUSINESS SKILLS
Masons. Good morning.

Good morning. Could I speak to someone in the Accounts Department,
please?
Putting you through...
Hello. Accounts.
Could I speak to someone in...

please?
ASKING TO BE CONNECTED TO A DEPARTMENT

Could you put me through to
Customer Services
please?
Accounts
Could I speak to someone in
the Sales Department
please?
the Accounts Office
The telephone operator might want more information to decide which section of a
large department should deal with your call. The operator might ask:
Could you tell me the purpose of your call, please?
TELEPHONING
219
Asking for an extension number

Good morning. Anderson
and Company. Can I help
you?
Good morning. May I have

extension number 2142,
please?
Yes, certainly. Hold on,

please.
May I have extension number...

please?
Frasers. Can I help you?

Good afternoon. Extension 306, please.
Putting you through.
Extension...please.
Note
Extension numbers
When the extension number is small, we say:
Extension twenty-five, please.
When the extension number is a round figure, we say:
Extension four hundred, please.
When the extension number is larger (three digits or more), we usually say each
digit separately:
Extension six-five-three (653), please.
220
BUSINESS SKILLS
Typical Error
Extension three hundred and
sixteen, please.
Correct
Extension 3-1-6, please.
On the telephone, we say o as in the letter o, not zero.
Sometimes, in the US zero is said.
Stating the purpose of your call

John Smith.
Hello, Mr. Smith. This is Angela Coombes of Star Publishing.
Hello, Mrs. Coombes. What can I do for you?
Im calling about the brochure. The design has been approved by our
Marketing Director. Can we have a meeting next week to discuss the
arrangements for printing and mailing?
Yes, thats a good idea. How about Wednesday?
Thats fine for me. Are you free in the morning?
Yes. Is ten oclock all right for you?
Yes, thats fine. I look forward to seeing you then.
Im calling about...
TELEPHONING
221
Accounts Department. Can I

help you?
Id like to speak to someone

about an invoice we have
received from you.
Certainly. Can you give me

the invoice number, please?
2-0-6-1-4-5.
Just a moment, please. Is that

Bergen Electronics?
Yes.
How can I help you?
I think the invoice details are

incorrect.

about...
Good morning. Browns.

Good morning, this is Roger Scott. Can I speak to Julia Smith, please?
Julia Smith speaking.
Hello Julia, I wanted to know what you thought about the new brochure?
I wanted to know...
222
BUSINESS SKILLS
TELEPHONING: GETTING THROUGH

OPERATOR
[Name of company]
CALLER
Good morning. Can I speak
to..., please?
Whos calling, please?

My names...from [Boots] in
[Nottingham]
Hold the line, please. Im
putting you through
RECEIVER OF CALL
[Name (John Smith)]
Hello John/Mr Smith. This is...
Im calling about...
RECEIVER OF CALL
Can I help you?
TELEPHONING

about...
I wanted to know...
223
64
Telephoning:
Problems Getting Through
When the line is engaged

Sun Systems. Good morning.
Can I help you?
Margaret Jones, please.
Putting you through.... Sorry,

her line is engaged. Would
you like to hold on?
Yes, please.
Sorry, her line is engaged. Would

you like to hold on?
Yes, please
My name is James Keen of Simpsons. May I speak to Julia Acres,please?

The lines busy. Would you like to hold?
No, thank you. Ill call back later.
The lines busy. Would you like to

hold?
224
No, thank you. Ill call back later
BUSINESS SKILLS
WHEN THE LINE IS ENGAGED

Sorry, the line is engaged
The lines busy
Would you like to hold (on)?
Yes, please
No, thank you. Ill call

back later
When the person you are calling is not in

Good afternoon. This is Mary Adams. Could I speak to Mike French,
please?
Im sorry, hes not in the office at the moment.
Do you know what time hell be back?
He should be back by three-thirty.
Ill call again later, then. Thank you.
Im sorry he/she is not in the

office at the moment
Do you know what time he/she

will be back?
He/she should be back by...
Ill call again...
TELEPHONING
225
Taking and leaving messages

Im sorry, Mr. James is not
available at the moment.
Hes in a meeting. Can I
give him a message?
Ill tell him, Mr. Banks.
Im sorry...is not available at the

moment. Can I give him a
message?
Yes, please. Would you

tell him that Geoff Banks
phoned. Id like to speak to
him as soon as possible.
Thank you very much.

Goodbye.
Would you tell him...?
This is Anne Mason. Could I speak to Jill Smith, please?

Im sorry. Shes not in the office at the moment.
Could you give her a message, please?
Yes, certainly.
Could you ask her to call me back, please? Shes got my number and Ill
be in all day today and tomorrow.
Could you give me your name again, please?
Yes, its Anne Mason. Thats M-A-S-O-N.
Ill ask her to call you.
Thank you very much. Goodbye.
226
BUSINESS SKILLS
Sales. May I help you?

Yes. Good morning, this is Hilary Johnson. Could I speak to Martin
Smith?
Im sorry hes with a customer at the moment. Can I give him a message?
Im just returning his call.
Oh. Right. Ill tell him as soon as hes free.
Thank you.
WHEN THE PERSON YOU ARE CALLING IS NOT IN

Im sorry he/she is not in the
office at the moment
Do you know what time

he/she will be back?
He/she should be back by...
Ill call again...
TAKING MESSAGES
Ill ask him/her to call you
back
Could you give me your

name, please?
Im sorry...is not available at

the moment
Can I give him/her a

message?
LEAVING MESSAGES
Could you give him/her a
message?
Could you ask him/her to call

me back?
Would you tell him/her...?
Im returning his/her call
TELEPHONING
227
65
Presentations:
Structure
Usual pattern of a presentation

Greet the
audience and
introduce
yourself
State the
purpose of your
presentation
Give a brief
outline of your
talk
Main content of
presentation
Summarise
Conclude,
thank audience
and invite
questions
Deal with
questions
228
BUSINESS SKILLS
66
Presentations:
Getting Started
Starting the presentation

Greet the
audience and
introduce
yourself
State the
purpose of your
presentation
Give a brief
outline of your
talk
Greeting the audience and introducing yourself

Good morning. Id like to welcome you all here this morning. Im
Jane Hampton of Hampton Pharmaceuticals.
Good morning, ladies and gentlemen. My name is Peter Bright and
I am the Finance Director of Bright and Farnham.
PRESENTATIONS
229
Good afternoon, everyone. Thank you all for coming. Let me

introduce myself. My names Richard Harrison and I am from
James Morgan and Company.
GREETING THE AUDIENCE

Good morning
Good morning ladies

and gentlemen
Id like to welcome
you
Good afternoon
everyone
Thank you all for

coming
INTRODUCING YOURSELF
Let me introduce myself
My names...
and I am from...
Im... (your name)

of... (company name)
My name is...
and I am the...
of...
Stating the purpose of your presentation

Im here today to talk about the companys annual results.
Id like to speak briefly about our marketing campaign in Europe.
230
BUSINESS SKILLS
What Id like to do today is to explain the production process to you.
In my presentation this morning, Ill be describing the new project that

we are about to undertake.
The purpose of my presentation today is to introduce our new product
to you, and to explain what it does and why we think it is the best of its
kind on the market.
STATING THE PURPOSE OF YOUR PRESENTATION

Im here today to
talk about...
Id like to speak
briefly about...
In my presentation this
morning, Ill be...(ing...)
What Id like to do
today is...
The purpose of my
presentation is...
Giving a brief outline of your talk
MARKETING STRATEGY
Europe
US and Japan
Future plans
PRESENTATIONS
231
I have divided my talk into three main parts. Firstly, Id like to review
the current situation in Europe. Secondly, Ill look at the markets in the
US and Japan and, finally, I will talk about our plans for the future.
Ill begin with some general comments about the company, and
then Ill deal with each department in turn. Then Ill move on to
financial matters. After that, well look at future trends.
Ill be talking about three main areas. First of all, Ill describe the
history of the company. Then Ill go on to talk about current business
and finally Ill tell you about the future projects we are planning.
GIVING A BRIEF OUTLINE OF YOUR TALK

Ill be talking about...main
areas
I have divided my talk

into...main parts
Firstly...
First of all...
Ill begin with...
Secondly...
And then Ill deal

with...
Finally...
After that...
And then Ill move

on to...
232
BUSINESS SKILLS
67
Presentations:
The Main Part
Drawing attention to important points

The success of this campaign is extremely important to the company.
The increase in consumer spending over the last year is highly

significant for us.
So, I think it is highly dangerous to assume that, because this product
has been successful up to now, it will continue to be so. We cannot be
complacent.
The release of these toxic chemicals into the environment is totally
unacceptable to us.
Note
Adverbs can be used to make adjectives more dramatic and emphasise their
importance, for example: highly dangerous.
27
See also Adjectives and Adverbs (Unit 27).
DRAWING ATTENTION TO IMPORTANT POINTS
extremely
important
PRESENTATIONS
highly
significant
highly
dangerous
totally
unacceptable
233
Referring to visuals
Id like you to have a look at this
bar chart, which shows our UK
profits for the last five years.
UK
PROFITS
Year Year Year Year Last

-5 -4 -3
- 2 year
MARKET
SHARE
As you can see from this pie

chart, we have a twenty-five
per cent share of the total
market at the moment.
Practico
(25%)
Others
(75%)
SALES
$ million
If you could look at this graph,

you will see that sales increased
significantly last year.
Year
-4
Management
Sales persons
Skilled workers
Unskilled
Part-time
10
years
ago
5
years
ago
12
18
90
320
2
44
62
177
341
24
150
217
466
293
98
442
648
1,224
Year
-3
Year
-2
Last
year
Now
The figures in this table show

how the number of employees
in this company has grown
over the past ten years. As you
will see, staff numbers have
almost tripled in ten years.
REFERRING TO VISUALS
Id like you
to have a
look at...
234
As you can
see from...
If you could
look at...
The figures
in this table
show...
BUSINESS SKILLS
Highlighting advantages and disadvantages
RELOCATING TO THE FAR EAST

ADVANTAGES
DISADVANTAGES
access to materials
poor location
cheaper labour
currency risk
better facilities
training costs
The benefit of relocating to the Far East is that we would have better
access to raw materials. Other advantages are that labour is cheaper and
in general, the facilities are better. The disadvantages are the poor
location, the currency risk and the high training costs.
I've outlined three possible courses of action. Now, what are the
advantages of each one? Well, I tend to favour the first option, hiring
temporary staff, because expenditure will be lower.
There are two alternatives as I have explained. Obviously, the second
option - to invest in government bonds, is attractive, but there are some
disadvantages.
HIGHLIGHTING ADVANTAGES AND DISADVANTAGES

ADVANTAGES
DISADVANTAGES
What are the advantages?
There are some disadvantages
I tend to favour...because...
The disadvantages are...
The benefit of...is...

Other advantages are...
PRESENTATIONS
235
Changing to another topic

So, weve looked at the various problems and Id now like to consider
some possible solutions.
Having looked at all the possible options, lets move on to the
advantages and disadvantages of each one.
This leads me to my next point which is the question of attracting more
investment.
CHANGING TO ANOTHER TOPIC

Id now like to
consider...
Lets move on to...
This leads me to
my next point...
Using rhetorical questions

Over the last two years, there has been a considerable drop in profits.
What was the reason for this? Obviously, the economic recession
throughout Europe was a key factor.
It has been decided to make some structural changes in the company.
How will this affect our department? Well, unfortunately it will result
in some redundancies.
If you look at this chart, you will see that this study has taken far longer
than we would have liked. How can we explain this?
So, as I mentioned earlier, there is a great demand for this type of
product in Japan. What, then are the implications for our company?
Well, we intend to appoint local agents in Tokyo.
236
BUSINESS SKILLS
Note
A rhetorical question is a question to which we do not expect to get an answer. The
speaker will answer the question him/herself. It is just used for effect. It is useful in a
presentation because it involves the audience and helps to link points in the
presentation.
RHETORICAL QUESTIONS
What is/was
the reason
for this?
How will
this affect...?
How can we
explain this?
What are the

implications
for...?
Referring to other parts of the presentation

Id like to go back to a point I mentioned earlier, the performance of
our different brands.
As Ive already said, increasing our market share is one of our top
priorities in the coming year.
Since five years ago, the number of people employed in this department
has risen by ten per cent. Ill come back to this point in a moment but
Id like to look now at the total increase in employees in the company as
a whole.
If you wouldnt mind, Ill deal with questions later.
PRESENTATIONS
237
REFERRING TO OTHER PARTS OF THE PRESENTATION

Id like to go
back to a point I
mentioned
earlier
As Ive already
said,...
Referring
back
Ill come back to

this point in a
moment
Referring
forwards
238
Ill deal with...

later
BUSINESS SKILLS
68
Presentations:
The Final Part
Finishing the presentation
Summarise
Conclude,
thank audience
and invite
questions
Summarising
WHAT MUST WE DO?
Be more competitive
Develop new products
Make more profit
To summarise the main points of my talk, we have to become more

competitive. We must also consider the development of new products.
Finally, we have to be more profitable.
PRESENTATIONS
239
To sum up, then, we must reduce our personnel costs, and to do this, we
must cut the size of the workforce.
At this stage, Id like to run through my main points again.
SUMMARISING
To sum up...
To summarise the
main points of my
talk...
At this stage, Id
like to run
through...
Concluding
Id like to conclude by reminding you of something I said at the
beginning of my talk.
That brings me to the end of my presentation, ladies and gentlemen. I
hope you found it interesting. Id like to thank you for your attention.
Ive summarised my talk in these handouts which Ill distribute now.
Thank you for listening.
CONCLUDING
Finally...
Id like to conclude
by...
Id like to thank you

for your attention
240
Thank you for

listening
That brings me to the

end of my presentation
BUSINESS SKILLS
Inviting questions
Id like to thank you for your attention. Now, if there are any questions,
Ill be pleased to answer them.
Thank you for listening. If you have any questions, Id be happy to
answer them.
Thank you all for your attention. If there are any questions, Ill do my
best to answer them.
INVITING QUESTIONS
Now, if there are
any questions, Ill
be pleased to
answer them
PRESENTATIONS
If you have any

questions, Id be
happy to answer
them
If there are any

questions, Ill do
my best to answer
them
241
69
Presentations:
Dealing with Questions
Clarifying questions before answering
What made you decide to centre your operations on Milan and

Amsterdam? Dont you think Paris would have been a better choice?
If I understand the question correctly, you would like to know the

criteria we used to choose the bases for our European operations.
Id like to know about the cuts you mentioned.
I'm sorry. I didnt hear you. Would you mind repeating your
question?
Are you planning to expand your business in South America?
Do you mean in South America generally, or in Brazil, where we are

at present?
CLARIFYING QUESTIONS
If I understand the
question correctly,
you would like to
know...
242
Im sorry. I didnt
hear you. Would
you mind repeating
your question?
Do you mean...?
BUSINESS SKILLS
Avoiding giving an answer
How can you be sure that the development of this product will not
be detrimental to the environment?
I'm afraid Im not the right person to give you an answer to that
question.
Is it true that you are closing down your Paris branch in the near
future?
Im afraid Im not able to answer that question at present.
AVOIDING GIVING AN ANSWER

Im afraid Im not the right
person to give you an answer
to that question
Im afraid Im not able to

answer that question at
present
Showing tactful disagreement
I cant understand why this project has been given higher priority
than the market research project. That is far more important in my
opinion.
Yes, I see your point, but I know you will appreciate how
important it is to keep up to date with product development.
Wouldnt it be a good idea to recruit locally for this project?
Well I have some doubts about that. It would be difficult to recruit

local people with the right experience.
PRESENTATIONS
243
SHOWING TACTFUL DISAGREEMENT

Yes, I see your point, but...
Well I have some doubts about

that
It would be unusual for a presenter to show strong disagreement with a

question. Disagreement in British English often starts with a tactful phrase,
for example: I see your point, but....
Giving reassurance
I think we are all very concerned about waste products from the
factory and how they will affect the local atmosphere.
You need have no worries on that point. I can assure you that
proper safety precautions are in hand.
Can you guarantee that the transfer of the bottling plant to your
factory in the north will not cause a major unemployment problem
in this area?
I can understand your concern, but we will be creating new jobs in

other departments and this will mean that there will be very few
redundancies.
GIVING REASSURANCE
You need have no
worries on that
point
244
I can assure you

that...
I can understand
your concern, but...
BUSINESS SKILLS
70
Meetings:
Structure
The structure of meetings
Chairmans
opening remarks
Approving the
minutes of the
last meeting
Stating the purpose
of the meeting
Referring to
the agenda
Controlling
the meeting.
Participating
Summarising
and closure
MEETINGS
245
71
Chairing a Meeting
Chairmans
opening remarks
Approving the
minutes of the
last meeting
Stating the purpose
of the meeting
Referring to
the agenda
Chairmans opening remarks

Good morning, everyone. Thank you all for getting here so promptly.
Now were all here, shall we begin?
Good morning, everyone. Were all here now so I think we should get
started.
Good afternoon. Im glad you could all make it today. Weve got a lot of
important things to discuss. So, lets get down to business.
Id like to welcome Diana Crawley, who is a newcomer to the meeting.
246
BUSINESS SKILLS
I have received apologies for absence from Tim Best and Richard
Langham, who are away on business in Sweden this week.
Note
The person who takes charge of a meeting is called the chairperson or the chair,
and sometimes the chairman.
OPENING REMARKS
Lets get started, shall we?
Shall we begin?
Lets get down to business
Thank you all for getting here

so promptly
Were all here now so I think

we should get started
Id like to welcome...
I have received apologies for

absence from...
Approving the minutes

I think youve all received the minutes of our last meeting which was in
September. Can I take it (that) youve all read them? Are there any
matters arising from the minutes?
Has everyone seen the minutes of the last meeting? Can I sign the
minutes?
Note
When the chairperson signs the minutes of the previous meeting, everyone is
agreeing formally that the minutes are an accurate record of what was discussed.
MEETINGS
247
APPROVING THE MINUTES

Can I take it (that) youve all
read the minutes?
Are there any matters arising

from the minutes?
Can I sign the minutes?
Stating the purpose of the meeting: (informal meetings)

Were here today to decide on a strategy for the product launch in June.
The aim of this meeting is to review sales in the last six months and to
discuss our plans for the next six months.
I called this meeting to bring you up to date with the latest
developments in the research project.
Note
Formal meetings have pre-set agendas. At less formal meetings, the chairperson
usually reminds participants of the purpose of the meeting.
STATING THE PURPOSE OF THE MEETING

Were here today
to...
248
The aim of this

meeting is...
I called this
meeting to...
BUSINESS SKILLS
Referring to the agenda and inviting contributions

The agenda is the programme for
the meeting. It orders the subjects
for discussion
AGENDA
1. Minutes of previous meeting
2. Marketing report
3. Training policy
4. Quality improvement project
5. Any other business
6. Date of next meeting
Lets begin with item number two, the marketing report.
As you can see, the first item on the agenda is the appointment of an
additional member of staff to the department. Perhaps youd like to give
us some more information on this, Anne.
I hope youve all received the agenda. The first point we have
to consider is the testing of the prototype. Would you like to open the
discussion, Dr. Humphries?
REFERRING TO THE AGENDA AND INVITING CONTRIBUTIONS
MEETINGS
I hope youve all

received the
agenda
As you can see, the

first item on the
agenda is...
The first point we

have to consider
is...
Perhaps youd like

to...
Would you like to

open the
discussion,...?
Lets begin with...
249
72
Controlling the Meeting
Moving on
Thank you, Mr. Taylor. Could we now move on to item two on the
agenda, which is to set a date for the press conference?
I think we have discussed this item for long enough. Can we move on
then to the next item on the agenda, item 6?
I dont want us to spend any more time on this item. So unless anyone
has something important to add, can we move on please to the next
item on the agenda?
Can we take item 6 now, please? That is to look at targets for next year.
MOVING ON
250
Could we now move on to

item... on the agenda?
Can we move on then to the

next item on the agenda?
Unless anyone has something

important to add, can we
move on please?
Can we take item... now,

please?
BUSINESS SKILLS
Inviting reactions
So, John is suggesting making cuts in the marketing department. What
are your views on this, Martin?
I should like to hear the views of the sales department. Colin, what do
you have to say about this proposed pricing structure?
This is such an important issue that I should like to go round the table
and ask each of you in turn for your views.
Thank you for your report, Anthony. Does anyone have anything they
would like to say about what Anthony has just said?
Michael, you look as though you would like to say something

about this.
Thank you. Yes, I would like to make the point that...
INVITING REACTIONS
What are your views on this?
What do you have to say...?
I should like to go round the

table and ask each of you in
turn...
Does anyone have anything

they would like to say?
You look as though you

would like to say something
MEETINGS
251
Keeping control of the meeting

We seem to be getting sidetracked here. Could we get back to the main
point, please?
Im sorry, Simon. This isnt really relevant to the discussion. Could you
stick to the subject, please?
I would like this meeting to end by one oclock at the latest, so can we
keep our comments brief and to the point, please?
KEEPING CONTROL OF THE MEETING

Could we get back to the
main point, please?
Could you stick to the

subject, please?
Can we keep our comments

brief and to the point, please?
Dealing with interruptions
I think we should sell the land and...
Thats ridiculous! We cant do that, we...
Just a moment, David. Well come to you in a minute.
So, as I was saying. We should sell the land and buy another site for
the factory.
Note
In formal meetings, participants normally only make comments through the
chairperson. If someone reacts to a colleague without speaking through the chair, the
chairperson may say:
Mr. Jones, would you please address your remarks through the chair?
252
BUSINESS SKILLS
DEALING WITH INTERRUPTIONS

Just a moment,... Well come to you in a minute
Inviting votes and asking for consensus: (formal meetings)

The proposal is that we should consider setting up an office in Leipzig.
Can we take a vote on this? Can I ask for a show of hands in support of
the proposal...and those against?
So we have to decide whether to begin the project in June or whether to
wait until the autumn. Perhaps we should vote on this. Please raise your
hand if you are in favour of starting in June. ... Now, raise your hand if
you are in favour of a delay until the autumn.
So Jane has suggested that we begin the project next month. Are we all
agreed on that?
INVITING VOTES AND ASKING FOR CONSENSUS

Can we take a vote on this?
Can I ask for a show of

hands?
Perhaps we should vote on

this
Please raise your hands if you

are in favour of...
Are we all agreed on that?
MEETINGS
253
Asking for clarification

Sorry, Liz. Im not quite clear about what youve just said. Could you go
over it again, please?
Could you please give us some more details of your plan?
Could I just stop you for a moment? Im sorry but I didnt quite follow
what you said about the additives. Would you mind going over it again?
ASKING FOR CLARIFICATION

Im not quite clear about
what youve just said
Im sorry but I didnt quite

follow what you said about...
Could you please give us

some more details of...
Could you go over it again,

please?
Would you mind going over

it again?
Asking for any other business
Right, I think weve covered all the items on the agenda. So, does
anyone have any other business they would like to raise?
Yes, I have one small point.
ASKING FOR ANY OTHER BUSINESS

Does anyone have any other business they would like to raise?
254
BUSINESS SKILLS
73
Participating in a Meeting
Structuring your argument

Id like to make three main points. Firstly, we should review the salary
structure throughout the company. Secondly, we need to upgrade our
management training programme. Finally, we should perhaps introduce
an incentive scheme for the production workers. So, to concentrate on the
salary structure first, I think...
As I see it, there are several advantages in buying this particular
machine. It is much more efficient than the existing one and it also has
more functions. The disadvantage is that it would cost a great deal of
money to install.
The problem, as I see it, is manpower. There are two possible solutions.
One is to appoint extra staff on temporary contracts. Alternatively, we
could extend the hours of the existing staff and offer them a financial
incentive.
We need to decide on the location for the new plant. One possibility is to
locate it next to the Head Office site as we have enough land there to do
that. On the other hand, we could establish the plant near the existing
warehouse. There are obvious advantages in choosing the second option.
MEETINGS
255
STRUCTURING YOUR ARGUMENT

Sequencing
Id like to make three main points
Firstly,...
Secondly,...
Finally,...
Advantages and disadvantages

There are several advantages
The disadvantage is...
The problem is...
Options
There are
(two)
possible
solutions
One is...
Alternatively,...
One possibility
is...
On the other
hand,...
Making your point
256
Would you like to comment on this, Mr. Yates?
Personally, I think its important to remember how much we have

already invested in this project.
BUSINESS SKILLS
What do you think, Adrian?
Well, as I see it, our customers dont worry too much about the price.
They are more concerned about the quality of the product and with
our speed of delivery.
Whats your opinion on this, Mrs. Manning?
Im convinced that a joint venture is the answer. We already have

very good connections in that area.
Id like to make a point here. We are concentrating too much on our

competitors. What we should be thinking about is the quality of our
products. I think this is extremely important.
MAKING YOUR POINT

I think its important to
remember...
As I see it,...
Im convinced that...
Id like to make a point here
I think this is extremely

important
Reacting positively
I propose that we transfer Jim Simmonds to Sales, and appoint two

new recruits to start in January.
That seems like a good idea.
MEETINGS
257
My feeling is that we ought to invest in a three month option which

will yield a higher rate of interest. What do you think, Phil?
Ive no objections to that.
So I think we should install the new machine in the factory next

month.
Yes, and well need to start training the operators immediately.
REACTING POSITIVELY
That seems like a
good idea
Ive no objections
to that
Yes, and...
Reacting negatively
258
I think we should change our approach to this problem. We should

cut our losses and get out of that market altogether. Its always been
more trouble than its worth.
Well, Im sorry, I dont agree. This area has always been an

important source of business to us, despite the problems involved.
Perhaps we should change our advertising strategy and make more

use of mail shots. What do you think?
Im sorry. I really dont think that would work. We wouldnt be

targeting the kind of people we want to attract.
Theres no doubt that there is great export potential for our products
in the States.
Yes, but we mustnt concentrate solely on that area.
BUSINESS SKILLS
In English, a negative reaction is often made more diplomatic by adding Im

afraid or Im sorry:
Im afraid I dont agree.
Im sorry. I cant go along with that idea.
REACTING NEGATIVELY
Im sorry, I dont
agree
Im sorry, I really
dont think that
would work
Yes, but...
Interrupting
So, I think weve considered all the possibilities now.
Can I say something? I think were forgetting the fact that our lease
on the Basle office expires in two years time. We might be able to cut
our overheads by renting cheaper premises elsewhere.
In order to maintain a competitive edge, I think we should reduce

our prices in the autumn. It looks as if the customers will react
favourably to lower prices and...
Excuse me, but I really dont think its advisable to reduce

prices. Surely, the answer would be to target a different sector of the
market.
Well, I think we just have to acccept the fact that everyone in this
industry is experiencing hard times at the moment. Its depressing
but things will pick up later on,...
Sorry to interrupt, but surely we should be thinking about

increasing investments even though times are bad at present.
MEETINGS
259
INTERRUPTING
Can I say
something?
Excuse me, but...
Sorry to interrupt,
but...
Clarification
260
I suggest that we cut the advertising budget by 10,000.
Are you saying that we should cut the combined advertising and
sales promotion budget by 10,000?
No, Im suggesting that we keep the total budget the same but spend
10,000 less on advertising, and 10,000 more on sales promotion.
I think our responsibilities should be divided up more clearly. At the

moment, weve all got too many fingers in lots of different pies.
Im sorry. I dont follow you.
What I mean is, we should each have a different area of

responsibility, rather than each person being involved in lots of
different areas without responsibility for any one of them.
Were trying to attract the younger generation. I suggest that we use

a geometric design in bright, primary colours for the boxes, maybe
red and yellow. For the bottles, Id like to have the same design but
in different colours, perhaps blue and purple.
Im sorry. I didnt quite catch that.
Ill just run through it again. Red and yellow for the boxes, blue and
purple for the bottles but using the same design.
When you say the Asia region, do you mean the whole of Asia, or
just South-East Asia?
Oh, I mean South-East Asia. Let me explain, this region is very

important to us because...
BUSINESS SKILLS
ASKING FOR CLARIFICATION

Are you saying...?
Im sorry. I dont follow you
Im sorry. I didnt quite catch

that
When you say..., do you

mean...?
CLARIFYING
Ill just run through it again
What I mean is...

Let me explain
MEETINGS
261
74
The End of the Meeting
Summarising
Ill just go over what weve agreed today. Weve decided to start work on
the new project immediately. John will make all the necessary
arrangements with the Production Department. Ill contact James, and
Susan will type up and distribute the specifications.
I think that covers everything. So, to summarise, there are two areas for
action. Well implement the new scheme immediately and David will
draw up a draft contract for Nelsons.
SUMMARISING
Ill just go over what weve
agreed today
So, to summarise,...
Closing the meeting

Has anyone got anything else to add?... All right then, I think we can end
the meeting now. Thank you all for your contributions.
262
BUSINESS SKILLS
If no one has anything else to add, I think we can bring the meeting
to a close.
Thank you everyone, that has been a most useful meeting. I hope to see
you all again in two months time.
The next meeting will be on 8th September. I look forward to seeing you
all then.
I declare the meeting closed. Thank you all for coming.
CLOSING THE MEETING

I think we can end the
meeting now
I think we can bring the

meeting to a close
That has been a most useful

meeting. I hope to see you
all again in March.
The next meeting will be on...
I declare the meeting closed
MEETINGS
263
75
Negotiations:
Structure
The usual structure of a negotiation
Establishing
rapport
Setting the
agenda
Discussion
Proposing and
Bargaining
Settling and
Concluding
264
BUSINESS SKILLS
76
Negotiations:
Getting Started
Establishing
rapport
Setting the
agenda
Establishing rapport: greetings
Good morning, Mr. Brown.
Good morning, Mr. Schiller. Its good to see you again. How are
you?
Im fine, thank you. How are you?
Hello John. Its been a long time. Good to see you again.
And you, Martin. How are you?
NEGOTIATIONS
265
ESTABLISHING RAPPORT: GREETINGS

Good morning
Its good to see you again
How are you?
Im fine, thank you
Talking about the journey and the visit
266
Did you have a good flight?
Yes, thank you. It was fine.
Is this your first visit to England?
Yes, it is. But I fly back to Vienna tonight.
Its a pity you wont have time to do any sightseeing.
Have you been to this part of Italy before?
Yes, I have, but its changed quite a lot since I was last here five years
ago. Ive noticed there are far more industrial buildings around here
now.
Yes, there are. Are you staying here long?
No, Im going back straight after our meeting.
BUSINESS SKILLS
TALKING ABOUT THE JOURNEY AND THE VISIT

Did you have a good
flight/journey?
Yes, thank you
Is this your first visit to...?
Yes, it is/No, it isnt
Have you been to...before?
Yes, I have/No, I havent
Are you staying here long?
No, Im going back...
Asking about a colleague
How are things in Germany?
Fine. Were very busy at the moment.
I met your colleague Joachim Kunz in Hamburg a few weeks ago.
Oh yes. He works in our marketing department but in the same

building as me.
Give him my regards when you see him.
Yes, Ill do that.
ASKING ABOUT A COLLEAGUE

How are things in...?
Fine
Give him my regards
Yes, Ill do that
NEGOTIATIONS
267
Small talk
Before getting down to business, it is usual in most cultures to spend a short
time making small talk with negotiating counterparts. It helps towards
establishing a positive negotiating climate.
If you have not met your counterparts before, you will also need to be
introduced to them or to introduce yourself.
49
See also Introductions (Unit 49).
Setting the agenda

First of all, I think we should set the agenda for todays meeting. As you
know, the reason for being here is to discuss your products and to see
whether they will meet our requirements. I would suggest that we start
by outlining our needs and then perhaps you could tell us how you think
your products would meet those needs. Do you agree with this?
May we start by agreeing a procedure for our meeting today? I suggest
that, firstly, each participant states his or her overall objectives. After
that, perhaps we can clarify any areas of uncertainty. Then, well go on
to discuss whether we can benefit from collaboration in certain areas as
business partners. Is that acceptable to you?
I think we should begin by talking over the details of your offer to buy
our company without discussing price. Well then move on to
negotiating the price, provided all the other details are agreed.
268
BUSINESS SKILLS
In the UK/US, as in other countries, negotiations can be either in a formal

meeting (with a chairperson) or in an informal meeting.
Setting the agenda
At the beginning of some negotiations, (especially ones with only a few
participants), the participants agree on the procedure before starting to
negotiate.
In more formal negotiations, as in official meetings, an agenda has probably
been agreed in advance.
SETTING THE AGENDA

Suggesting the setting of the agenda
First of all, I think we should
set the agenda
May we start by agreeing a

procedure?
The reason for being here is...
Sequencing
I would suggest that we
start by...
...and then perhaps...
I suggest that, firstly,...
After that,...
I think we should begin

by...
Well then move on to...

Then, well go on to...
NEGOTIATIONS
269
Asking for agreement

Do you agree with this?
Is that acceptable to you?
Does that seem acceptable to

you all?
270
BUSINESS SKILLS
77
Negotiations:
The Discussion Phase
Stating and prioritising interests

The most important issue for us is expansion in Europe. Were
particularly interested in establishing subsidiaries in central Europe.
Our main priority is to ensure that the new construction programme
does not have a detrimental effect on the environment. We think this
aspect is vitally important.
Our main interest is to find new distributors in the Middle East. We are
also keen to develop the existing distribution network in Europe, but this
is of a lower priority at the moment.
We would eventually like to introduce a franchise operation in the Far
East, but it is even more important to develop the existing business in
Europe.
Note
In large, formal negotiations, each participant normally states the interests and
priorities of the country/company she/he is representing.
NEGOTIATIONS
271
STATING INTERESTS
Were interested in...
We are (also) keen to...
We would like to...
PRIORITISING INTERESTS
The most important issue for
us is...
Our main priority is...
We think... is vitally
important
Our main interest is...
It is even more important

to...
...this is of a lower priority
Questions and answers
272
I wonder if you could tell us a little more about your plans for
expanding into central Europe. Are you planning to set up
subsidiaries, or agencies?
Im afraid I cant give you an answer to that question at the

moment. We havent made a choice yet between these two options.
How important is the package design to you?
Well, we are targeting the teenage market, so its vital that we get the
design right. They wont buy anything that isnt up to the minute, so
the packaging has to look modern.
BUSINESS SKILLS
Can you tell me how much commission you normally give to your
agents?
Well, that depends on various factors. One of these factors is the

geographical position. Another aspect we take into account is their
overall sales in a year.
Id like to ask how much your company intends to invest in training

this year.
Thats a very interesting question.
Were very concerned about the effect of this decision on the local
population. Dont you think that opening a new factory in the north
will result in many redundancies in our area?
You need have no worries on that front. We dont anticipate that

any jobs will be lost.
Can you give me an idea of the costs involved?
About two million pounds, probably.
QUESTIONS
I wonder if you could tell
us...?
How important is...to you?
Can you tell me...?
Do you think that...?
Id like to ask...?
Can you give me an idea...?
NEGOTIATIONS
273
ANSWERING QUESTIONS
Avoiding
giving a
direct answer
Giving
yourself time
to think
Im afraid I
cant give you
an answer to
that question
at the
moment
Thats a very
interesting
question
Giving
reassurance
You need
have no
worries on
that front
That depends
on various
factors
Giving a
direct answer
Yes/no
Its vital
About...lire/
deutschmarks
/pounds etc.
Clarifying and checking information
274
Am I right in thinking that youre interested in purchasing the new

machinery from a French company?
Thats right, yes. We are planning to get it from a company based in

Rouen.
Im not sure that I understood you correctly. Are you interested in

increasing the range of products that you are offering to the Chinese
market?
Yes, thats correct.
BUSINESS SKILLS
Would it be correct to say that the American market is of less

importance to you than the Middle East?
At the moment, yes.
Could I just recap on your main points? You are offering a discount
of twenty per cent on orders of five thousand or more, and a
discount of ten per cent on orders of between two and five thousand.
Is that right?
No, thats not quite right. Its fifteen per cent on orders of five
thousand or more, not twenty per cent.
What exactly do you mean by saying that our machine is too

sophisticated for your needs?
Let me make it a bit clearer. We need something which is simpler to

operate because our staff are not very highly skilled, they couldnt
handle anything too complex.
When you say demand is falling, do you mean throughout the

world, or in specific markets?
What I meant to say was that demand in Europe is falling.
CLARIFYING AND CHECKING INFORMATION

Am I right in thinking
that...?
Im not sure that I

understood you correctly...
Would it be correct to say

that...?
Could I just recap...?
What exactly do you mean

by...?
When you say..., do you

mean..?
NEGOTIATIONS
275
ANSWERING QUESTIONS FOR CLARIFICATION

Confirmation
276
Further
clarification
Correcting
Thats right, yes
Let me make that

a bit clearer
No, thats not

quite right
Yes, thats correct
What I meant to
say was...
No, you havent

quite understood
what I was saying
BUSINESS SKILLS
78
Negotiations:
Proposing and Bargaining
Proposals and reacting to proposals

(Internal negotiation)
At the moment, our Head Office in London deals with all the
administrative procedures. As we now have both a factory and a
warehouse in the north of England, we propose that a regional office
be established in Manchester.
That seems very sensible.
Id like to propose that we set the price at twenty dollars per unit.
I have some reservations about that. If we set the price that

high, with the current economic situation, we may price ourselves
out of the market.
I suggest that we produce two separate brochures, one for our

operations in the States and another for Europe.
Perhaps a better idea would be to have three brochures with two

separate ones for England and mainland Europe.
I could go along with that.
NEGOTIATIONS
277
I propose that we should initially employ commission agents in the

countries concerned and enter the market that way.
I think that would be acceptable.
(External negotiation)
We could give you a discount of ten per cent.
That doesnt sound very attractive. We were expecting a much

higher discount. We receive twelve per cent from our present
supplier.
(External negotiation)
We propose that the guarantee period is extended to two years,

instead of the usual one.
Im afraid we couldnt agree to that. Its standard practice to have a

one year guarantee period for this type of equipment.
MAKING PROPOSALS
We propose that...
Id like to propose that...
We could...
I suggest that...
Making an alternative proposal

Perhaps a better idea would
be...
278
BUSINESS SKILLS
REACTING TO A PROPOSAL
Reacting positively
Reacting negatively
That seems very sensible
That doesnt sound very

attractive
I could go along with that
Im afraid we couldnt agree

to that
I think that would be

acceptable
I have some reservations

about that...
Bargaining: linking conditions and offers
If you gave us a long-term contract, we would drop the price by two

per cent.
Provided that you start the work immediately, this is acceptable to

us.
If you made a few modifications, we could accept that.
If you guarantee the work for five years, we are prepared to accept your
offer.
If you give us a bigger discount, then we will give you the contract.
If you would be prepared to increase your offer to three million, we

could go along with that.
NEGOTIATIONS
279
If you were prepared to supply the new equipment by the end of

February, we might be able to increase our offer.
LINKING CONDITIONS TO OFFERS

1. When we bargain, we link conditions to offers, so we are trading,
not just giving something away. It is better to put the condition
before the offer:
bargaining
conditions
offers
If you...,
then we...
Provided that
you...,
then we...
2. At the start of the bargaining phase, Conditional 2 (the more tentative

conditional) is often used:
If you were prepared to..., we would...
When the negotiators are getting nearer to agreement, there is often
a change to Conditional 1. (This is a signal that they are in reach of
agreement):
If you give us..., then we will be able to...
14
15
See also Conditional 1 and Conditional 2 (Units 14 and 15).
280
BUSINESS SKILLS
BARGAINING
If you...,
we would...
we could...
we are prepared to...
then we...
If you would be prepared to...,
we could go along with...
Provided that you...,
this is acceptable to us
If you were prepared to...,
we might be able to...
NEGOTIATIONS
281
79
Negotiations:
The Final Part
Settling
Concluding
Settling
282
If you are prepared to increase your offer by ten per cent, I think we
have a deal.
Yes, I think we could manage that.
If you guarantee our status as the sole agents and if you can see your
way to raising the discount by two per cent, I think we have an
agreement.
All right. I can agree to that.
We have a deal then.

BUSINESS SKILLS
I think were in reach of an agreement here. The only sticking

point is the time factor. Are you able to complete the work by the
end of August?
Well, we can do that if you will pay for the extra manpower that
well need in order to meet that deadline.
I think we could go along with that.
Its a deal then.
SETTLING
Suggesting a settlement
I think we are in reach of an
agreement here
The only sticking point is...
I think we have an agreement
Confirming the settlement

All right
I can agree to that
I think we have a deal
Its a deal
I think we could manage that
NEGOTIATIONS
283
Concluding
Could I just go over what has been agreed? You will start the work at
the beginning of January and have it completed by the end of March. We
have agreed to pay you three million pounds upon completion. Have I
left anything out?
Lets summarise our agreement. You have agreed to meet all the
development costs for the new project. We will sub-contract
members of our research staff to you for six months. You will be
responsible for all the day to day expenses of the staff concerned. Is
there anything youd like to add?
No, I think youve covered everything. Shall we meet again at the

end of next week to discuss the priorities for the project?
So, I think weve covered everything. This is, of course, subject to

approval by our Sales Director. Ill consult him as soon as I get back
and then well put the agreement in writing.
Fine. Well look forward to hearing from you.
Note
After reaching agreement, it is important to remember to check and summarise
everything that has been agreed. This is especially important in an international
negotiation, in case there are any misunderstandings.
CONCLUDING
Introducing a conclusion
Could I just go over what has
been agreed?
284
Lets summarise our

agreement
BUSINESS SKILLS
CONCLUDING
Itemising the details
You will...
We have agreed to...
You have agreed to...
You will be responsible for...
Checking that everything is covered

Have I left anything out?
Is there anything you would

like to add?
I think youve covered

everything
It is also necessary to agree on any further action (the necessary paperwork,

contracts, etc.), and to arrange further meetings if necessary.
FUTURE ACTIONS
Shall we meet again?
Saying what you must do next
This is subject to approval
by...
We must put the agreement

in writing
Saying that you expect the other person to do something next

Well look forward to hearing
from you
NEGOTIATIONS
285
80
Letter and E-mail Writing
Salutations and closures

Dear Sir,
I am writing in connection with an unpaid invoice of 375 that is owed to us by
your company...
Yours faithfully,
C.T. Andrews
Dear Ms. White,

Thank you for your letter of 12th April. I have pleasure in enclosing details of
our latest product range...
Yours sincerely,
Margaret Spencer
Dear Robert,
Thank you very much for the lunch yesterday. It was most enjoyable and I
was...
Kind regards,
David
286
BUSINESS SKILLS
SALUTATIONS AND CLOSURES

SALUTATIONS
A very formal letter
Dear Sir
Dear Madam
Dear Sir or Madam
Dear Sirs (when the letter is addressed
to a company and not an individual)
When you know the persons name
Dear Mr. Smith
Dear Ms. Smith
Dear Mr. and Mrs. Smith
To someone you know quite well
Dear John
Dear Angela
Dear John and Angela
CLOSURES
Yours faithfully
Yours sincerely
Best wishes/
Kind regards/
Love (to a good friend)
The above salutations and closures are usual in British English.
In American English, formal letters often begin with Gentlemen, and

end with Sincerely yours, Yours truly, Sincerely, or Yours
sincerely. Yours faithfully is not used.
WRITING
287
Useful phrases for business letters

Dear Mr. Johnson,
make reference
polite phrase
With reference to your letter of 28 February regarding the

possible purchase of software for your accounting systems,
we have pleasure in enclosing details of our spreadsheet
programmes.
recommendation
We would recommend that you consider purchasing the

2XZ package which seems to be the most suitable for your
purposes.
focus attention
May we draw your attention to the fact that there is a

special discount on this product during March.
offer of further
assistance
If you have any further questions, please do not hesitate

to contact us.
ending
We look forward to hearing from you.

Yours sincerely,
James Benson
Regional Sales Manager
Dear Mrs. Tripp,

make reference
Thank you for your letter of 17 July. I should be delighted

to send you samples of our products. These will be
despatched to you immediately.
I enclose a brochure and price list.
offer of further
assistance
Please let me know if I can be of further assistance.

Yours sincerely,
Steven Peacock
Sales Manager
288
BUSINESS SKILLS
USEFUL PHRASES FOR BUSINESS LETTERS

Making Reference
With reference to
Further to
your letter of (6 September)

our telephone conversation, (today)
our meeting on (31 March)
...regarding.../...with regard to...

Thank you for your letter of (23 June)
Polite phrases
We have pleasure in
sending you...
enclosing...
We are pleased to
send you...
enclose
Focusing attention
May we draw your attention to...
Offering further assistance

If you have any further questions, please do not hesitate to contact
us.
We would be pleased to answer any questions that you may have.
Please let me know if I can be of further assistance.
Ending the letter

We look forward to
WRITING
hearing from you

meeting you on...
seeing you on...
289
Business letter layout
MARSTON INTERNATIONAL
printed letterhead
2 DROVERS LANE
MARSTON INDUSTRIAL ESTATE
OXFORD OX6 2TJ
senders/addressees
reference(s)
HWM/CB2
name of addressee (if known)

title (if known)
name of company
address
Mr. J. Soames
Purchasing Manager
Grange Electronics
612 Holdenhurst Road
London NW4 2HJ
date
16 June 200X
salutation
Dear Mr. Soames,
main body of letter
With reference to our telephone conversation today, I

have pleasure in enclosing copies of our latest
catalogue. As I explained to you, we are now offering
a discount on orders of over one hundred
components.
If you require any further information, please do not
hesitate to contact us.
closure
signature
Yours sincerely,
James Walton
writers name
writers position
James Walton
Sales Coordinator
enclosures
Encs.
cc indicates a copy has been

given to the person named
cc A. Brown
290
BUSINESS SKILLS
E-mails
Use a subject line to help the

reader prioritise messages
to read.
Use a salutation.
Structure
Organise the information
to help the reader
Style
This depends on your
relationship with the reader.
When responding, use the
same level of formality as
in the e-mail you received.
Clarity
One idea per paragraph
keeps the e-mail readerfriendly.
Tone
Polite and friendly is usually
most effective.
Use a closure. Best regards
and Best wishes are useful
phrases.
From:
georgewill@fixlit.com
To:
harrybent@fixlit.com
Cc:
mandyprior@fixlit.com
Subject:
Change: Sales Meeting, Friday 14 March
Dear Harry
Introduce the e-mail.
Im afraid that well have to change the

date of the sales meeting. Shiela Gibbs
cant make next Friday as she has to meet
Conoplas in Paris.
Give the main information.
Id like us to meet this Tuesday, 11 March.

Can you make that day? If so, I suggest we
meet at 10.30 am.
Ensure the reader knows
what action is required.
Could you let me know by the end of today

if this is all right for you?
Best wishes
George
Check your e-mails for accuracy before sending them. Your e-mail should have
correct grammar, spelling and punctuation.
WRITING
291
81
Report Writing:
Format of Standard Reports
The title page
the name of the company
S
B
R
andown
urger
estaurants
the subject of the report
Review of Marketing Strategy

the writer of the report
K. Clarke
Group Marketing Manager
the date of the report
21 June 20XX
reference
292
Ref. KC/MS 96
BUSINESS SKILLS
Contents list
Contents
page
1. Introduction
the contents list uses the

same numbering system as
in the report
1.1
Background
1.2
Objective of this report
1.3
Scope and limitations
2. Method of investigation
3. The current strategy
4. Findings
4.1
Product
4.2
Distribution
4.3
Pricing
4.4
Promotion and advertising
5. Conclusions
6. Recommendations
Note
1. Some reports have a brief management summary, setting out the main contents of
the report.
2. A report to be distributed within a company will have a circulation list stating
the names of the people who are to receive the report.
3. A report marked confidential must not be shown to anyone else, and the
contents must be kept secret.
WRITING
293
Introduction
The introduction to a report should explain:
who has written the report, or what led up to the report (background)
why the report has been written (objective)
what the report covers, and what it does not cover (scope and limitations)
background
1. Introduction
1.1
Background
This report has been prepared by the marketing
review group, headed by Jack Simmons, on the
basis of investigations carried out in May and
June of this year.
objective of the report
1.2
Objective of this report

The purpose of this report is to review the
companys marketing strategy, and to
recommend changes or improvements in how
the strategy is being implemented.
scope and limitations
1.3
Scope and limitations

The report considers all aspects of the companys
marketing and recommends improvements on
the basis of current strategy.
The investigation does not consider whether the
strategy itself should be changed. This is the
responsibility of the board of directors; we
understand that a review of strategy will be
initiated by the Marketing Director towards the
end of this year.
Methods and findings

A report might explain:
the methods of obtaining information used in the report or presented in
the report (methods of investigation)
the situation that the presenter of the report expected to find (in this
example this is an explanation of the current marketing strategy)
the situation that the presenter of the report found (findings)
294
BUSINESS SKILLS
method of investigation or
research
2. Methods of investigation
The marketing review group was divided into four
teams, which looked at the product, distribution,
pricing and promotion respectively.
The investigation was carried out over a four week
period in May, by means of discussions with marketing
managers at head office and restaurant managers at
over fifty locations.
3. The current strategy

The marketing strategy of Sandown Limited for the
past three years has been:
to provide a range of good-quality meals to

families, with an emphasis on healthy eating
to establish a solid market share at existing

restaurant locations
to maintain our image as a chain of reasonablypriced restaurants
to change our image from fast-food restaurants to

restaurants where families can enjoy a relaxed meal
together.
The strategy has been implemented by:
findings
the introduction of a new range of meals, using

organically-grown vegetables and fruit
improving the facilities at existing restaurants, with

a $5 million expenditure programme
reducing prices of main courses, but increasing

prices of starter courses and drinks
promoting the theme of relaxed family eating

through television and billboard advertising.
4. Findings
Our investigations produced the following findings:
4.1
Product
Although new meals have been introduced to
the menus in restaurants, only a few have been
popular with customers. The rest have been sold
in only small quantities, and restaurant
managers would like to drop unsuccessful items
from their menus. They claim that large
quantities of unused food are thrown away each
week.
4.2
Distribution
The $5 million expenditure programme has been
completed. Restaurant managers have expressed
their satisfaction with the improvements. Many
customers praise the quality of the decor and
facilities.
WRITING
295
4.3
Pricing
Over the past three years the prices of main
courses have been reduced on average by 20%.
Prices of starters have been raised by 25% and
drink prices have gone up by 10%. The effect on
sales and profits appears to have varied between
restaurants. On the whole, restaurants have
increased both sales and profits during this time.
4.4
Promotion and advertising

An extensive advertising campaign is carried out
each year. Market research suggests that the
image of our restaurants as a place to have
relaxed family meals has been recognised by the
public.
Concluding and recommending

The main report should end with conclusions or a summary of the findings
and (in many reports) recommendations for action to be taken.
conclusions
5. Conclusions
Our investigations suggest that in most respects, the

companys market strategy has been implemented
successfully. The only area of concern is the lack of
success of some of the new meals we have introduced.
recommendations
6. Recommendations
The meals offered by our restaurant should probably

be altered. We believe that unsuccessful meals should
be removed from the menu, and new meals substituted
in their place. Further research into this matter should
be carried out by a team of food engineers, marketing
staff and accountants.
296
BUSINESS SKILLS
Note
At the end of many reports, there are appendices or annexes which provide
additional details of findings or the results of investigations.
There may also be a bibliography of references or books consulted, for example,
government reports or text books.
WRITING
appendix (i)
appendices (ii, iii, iv...)
annex (i)
annexes (ii, iii, iv...)
297
Words at Work
82
Words at Work:
Introduction
Business vocabulary
The Words at Work section contains useful vocabulary related to various
fields of business. The vocabulary is general, not highly specialised. The
focus is on the organisation of vocabulary.
Five aspects of vocabulary are dealt with:
definitions of key words
word partnerships
word families
British and American English
word stress
Word partnerships
It is helpful to know words that are associated with each other or which are
frequently used together. For example, there are a number of words that go
with the word sales to make a word partnership: sales force, sales team,
sales representative, etc.
force
sales
team
representative
WORDS AT WORK
299
Word families
It can also be helpful to see a word family together. A word family consists of
the noun, verb, adjective, etc. with the same stem:
NOUNS
VERB
ADJECTIVE
competition
competitor
(to) compete
competitive
Word stress
At the end of each unit, there is a section on word stress to help you
remember how to pronounce words. Word stress has been indicated like this:
manager
The black dot over man indicates that man is the stressed syllable.
In the word, department, part is stressed.

Here are some other examples:
competition
300
competitor
WORDS AT WORK
83
Companies
Types of company
public company/private company
limited company
corporation
holding company
COMPANIES
subsidiary
multinational
offshore company
parent company
A subsidiary company is a company where more than half the shares (voting
rights) are owned by another company, the parent company, or where the
parent company can control who is on the Board of Directors.
The company which owns the subsidiary is called the parent company, or
the holding company.
A holding company may own several subsidiary companies. The parent
company and its subsidiaries make up a group of companies.
A company in which all the capital is owned by the holding company is
known as a wholly-owned subsidiary.
Typical Errors
mother company
daughter company
WORDS AT WORK
Correct
parent company
subsidiary
301
In the US, companies are known as corporations.
Company structure
A company (or business unit within a company) may have an organisation
structure as shown here:
Finance
Director
Sales
Director
Chairman
Managing
Director/Chief
Executive Officer
Marketing
Director
Production
Director
Human
Resources
Director
Financial
Accountant
Management
Accountant
Sales
Manager
Customer
Services Manager
Marketing
Manager
Advertising
Manager
Production
Manager
Factory
Manager
Training
Manager
Personnel
Officer
Research and
Development
Director
An executive director is responsible for a particular division or part of the

company, for example, the Finance Director, Production Director and so on.
The executive directors (and sometimes, non-executive directors as well)
together with the Managing Director and Chairman, make up the board of
directors. This is the main decision-making body in the company.
302
WORDS AT WORK
Middle managers are responsible to senior management. Each department

is normally headed by a manager who is in charge of the department.
Note
When talking about company structure, we often use these phrases:
headed
in charge
by
responsible
of
to
for
In the US, the Chairman of the Board is known as the President. The
Managing Director is called the Senior Vice-President. Other directors may be
called, for example, Vice President (Production).
Companies: word stress
accountant

corporation

executive

multinational
chairman
department
company
director
limited

manager
personnel
responsible
subsidiary
WORDS AT WORK
303
84
Production
What does production involve?
quality management
the production
process
operations management
PRODUCTION
planning
research and
development
manufacture
In a manufacturing industry, the term production management is used. In a

service industry, operations management is more common. The production
or operations manager has responsibility for generating and producing the
companys products and services.
Manufacture is the making of goods from raw materials.
Computer-aided manufacture is the use of computer-controlled processes to
manufacture goods.
Production: word partnerships

The product life cycle is the length of time from the introduction of a new
product on to the market until its decline and withdrawal.
The product range is all the different products manufactured by a company.
304
WORDS AT WORK
The product mix, in a company which produces a range of products, is the

proportion that the amount of each product bears to the total production/
selling quantity.
life cycle
product
mix
range
Quality management
quality control
quality circle
just-in-time
quality assurance
QUALITY
total quality management
world class manufacturing
Quality assurance and quality control are sometimes confused.

Quality assurance is concerned with all processes and functions to ensure
quality from the initial design of a product through the whole production
process.
Quality control is an aspect of quality assurance. It is a system for checking
the quality of materials used and of the finished product, and comparing it
with standards set out in the product specification.
A quality circle is a group of several employees from the same part of a
company who meet regularly to discuss methods of work that affect the
quality of the product.
The total quality management doctrine stresses the fact that recognition of
the customers needs and demands is vital to a companys success. It also
stresses the importance of involving employees in the quality movement and
the need for continuous improvement.
WORDS AT WORK
305
Just-in-time (JIT) is a system whose objective is to produce products when

they are required by customers, or to buy materials from suppliers when they
are required for production. In a JIT system, there should be no requirement
to hold stocks of materials or finished products.
World class manufacturing is a term to describe manufacturing excellence.
Features of world class manufacturing are total quality management, just-intime (JIT) systems, and continuous improvement.
Production: word family
NOUNS
product
production
productivity
producer
VERB
ADJECTIVE
(to) produce
productive
Production: word stress
operations
productive
product
productivity
production
quality assurance
quality control
306
WORDS AT WORK
Production time
production time
process time
down time
PRODUCTION
TIME
idle time
lead time
set-up time
Finish
Start
Production cycle
Process 1
Process 2
Process 3
TIME
Process time
Production time
Down time is the period of time when a machine or workstation is out of

action due to a functional failure.
Idle time is the period of time when a machine or workstation is available for
use, but is not in use.
Set-up time is the period required to prepare equipment before a production
activity can begin.
Lead time is the time from the start of an activity to its completion. For
example, a supply lead time is the time from placing an order with a
supplier to delivery of the purchased item.
WORDS AT WORK
307
85
Sales
People in sales: word partnerships

In most companies, the sales force consists of a number of sales
representatives grouped in regional teams (sales teams). Each team is
responsible to a Sales Manager who, in turn, is responsible to the Sales
Director.
department, team, force
director, manager
sales
executive, representative
Financial aspects of sales: word partnerships

Our sales forecast for this year is 2,000,000.
The sales figures for last month were very good.
The sales budget seems rather over optimistic as demand is not very high in
the winter.
budget
sales
figures
forecast
308
WORDS AT WORK
Sales planning: word partnerships

We think that the sales potential of the new product is strong. We have
decided to mount a big sales drive, with an advertising and sales promotion
campaign. If our sales representatives exceed their quotas, they can expect to
receive good commission.
drive
potential
promotion
sales
quota
strategy
target
Sales: word stress
forecast
quota
WORDS AT WORK
potential

promotion

representative
strategy
309
86
Marketing
Types of market
consumer
retail
industrial
MARKETS
third world
(developing country)
financial
export/import
A retail market is where the sale of goods is to the end customer, that is,
goods are sold directly to the customer through a retailer rather than through
a wholesaler who buys from manufacturers and sells to retailers.
Market: word partnerships

A market segment is a part of a market.
A market niche is a small market segment. Some companies focus on a
market niche for their products. They follow a niche strategy, focusing on a
segment of the market where needs are not being fully met.
Market share is the portion or percentage of a total market held by a
company.
Market penetration is the extent to which a company gains a share of a
market.
310
WORDS AT WORK
leader
niche
penetration
market
segment
share
research
Describing markets
up-market
target market
down-market
MARKETS
unreceptive market
receptive market
Up-market means the expensive end of the market. We can describe a

product as an up-market product. (Something that is designed to appeal to
people with expensive tastes.)
Down-market means the cheaper end of the market.
The target market is the market that the producer is trying to attract.
A receptive market is one in which there is already a lot of interest in the
product being marketed.
An unreceptive market is one which is more difficult to break into.
Typical Error
We need to move into the
up-market.
WORDS AT WORK
Correct
We need to move up-market.
311
Marketing mix
The marketing mix consists of the four Ps:
the product (development, design, quality),
price (how much it costs, discounts),
promotion (advertising, publicity, selling activities),
place (how the product will be distributed and where it will be sold).
MARKETING MIX
product
price
promotion
place
Marketing: word stress
consumer
marketing
312
penetration
strategy
retail
WORDS AT WORK
87
Advertising
The aims of advertising

The aims of advertising are to:
attract attention
create desire
arouse interest
on the part of
potential customers
This is done by creating advertisements that catch the eye, and also by using
memorable jingles (short, simple tunes and songs used in television and
cinema advertising).
Advertising: word partnerships

An advertising agency advises companies on the best way of advertising
their products.
An advertising campaign is a planned set of advertising operations over a
length of time.
Products are often advertised across a wide range of media (newspapers,
magazines, television commercials, billboards, trade fairs, etc.).
agency
advertising
campaign
media
WORDS AT WORK
313
Types of advertising
direct mail,
mail shots,
e-mails
public relations
online (banners,
pop-ups,
websites)
outdoor (billboard)
advertisements
TYPES OF
ADVERTISING
display
advertisements
trade fairs
flyers
The company may decide to send representatives to trade fairs where

display advertisements will be needed.
A company sometimes sends brochures directly to a potential buyer. This is
called direct mail.
Sometimes, descriptions of a product are sent to a number of different
addresses at the same time. This is called a mail shot.
Companies are increasingly investing in online advertising on the internet in
paid for space such as banners and pop-ups as well as in promotions on
company websites.
A flyer is a leaflet produced for advertising purposes.
Public relations aims to present and preserve an attractive image of a
company in the eyes of the public. Publicity can be articles in the mass media
about a company. This is sometimes seen as free advertising but the
company has to spend time preparing news releases and encouraging editors
to print them.
Typical Errors
We placed an announcement in
the newspaper.
Correct
We placed an advertisement in
the newspaper
You do find announcements in newspapers, but they are used to announce births,
marriages, deaths, etc. If you want to sell something, you place an advertisement
in the paper.
314
WORDS AT WORK
Advertising: word stress
(to) advertise
advertisement

advertisement
potential customers
WORDS AT WORK
public relations
315
88
Finance
Types of investment
Deposits
INVESTMENTS
shares
Securities
preference shares
ordinary shares
government
bonds
bonds
corporate bonds
debentures
Preference shares yield a fixed dividend.

Ordinary shares are also called equity shares.
Ordinary dividends are not fixed but decided by the board of directors. Most
public companies pay two dividends each year, an interim dividend and a
final dividend.
Companies might issue bonds, such as debenture stock, or eurobonds.
Bonds usually pay fixed interest. Governments also issue bonds to borrow
money.
316
WORDS AT WORK
Gilts or gilt-edged securities are UK Government bonds and can be sold

in the bond market. Some gilts are indexed and some carry variable interest
rates.
In the US, preference stock is used instead of preference shares, and

common stock instead of ordinary shares.
Treasury bonds or Treasuries are US government bonds.
Investment: word partnerships

analysis
bank
investment
company
funds
manager
opportunity
Investment analysis is the forecasting of stock and share prices based on a

study of the trading outlook for each company.
An investment bank is a financial organisation that alone, or as part of a
syndicate, buys a new issue of bonds or stock and sells, in smaller units, to
the public.
Investment bankers take over the risk and responsibility for the financial
success of the new issue. Investment bankers are sometimes called
underwriters.
WORDS AT WORK
317
Credit: word partnerships

analysis
card
control
credit
limit
rating
risk
terms
Credit limit is the amount of credit that is allowed by a supplier to a

customer. The limit applies to both the value of the goods the customer may
have without immediate payment, and the time allowed him to pay.
Credit rating is a system of classifying companies according to their financial
strength and credit-worthiness. A credit rating indicates the degree of trust a
lender or investor can place in them.
In the UK, companies have credit control departments which are responsible
for granting credit to customers, for preventing bad debts and for keeping the
amount of overdue debts as small as possible.
In the US, credit control is action taken by a government, working through

the banking system, to control the volume of credit especially the granting of
loans and allowing of overdrafts by banks to the public. In the UK, this is called
monetary control.
318
WORDS AT WORK
documentary
trade
credit
A documentary credit is an arrangement between a bank and an importer for

settling international commercial transactions.
The bank makes a conditional undertaking to pay the exporter (seller) on
behalf of the importer (buyer). The bank will accept bills of exchange drawn
by the exporter up to an agreed total amount. The bills must have specified
shipping documents and other documents (such as an invoice) with them,
otherwise the bank will refuse to pay.
Credit terms are the conditions under which trade credit is given by a
supplier to a customer, for example, the time which a supplier gives the
customer to pay for goods supplied.
Trade credit is the sale of goods or services on credit. Payment by the
customer is due at a time later than delivery of the goods or services.
Taxation: word partnerships

These are the main taxes in the UK:
capital gains
corporation
income
tax
value added
Note
Withholding tax is income tax withheld by law and paid to the government by an
employer from an employees pay or by a bank or other financial institution from
interest or dividend paid.
WORDS AT WORK
319
In the UK, capital gains tax is a capital tax charged on a gain resulting from
the sale of an asset.
In the US, a gain from the sale of a capital asset is treated as income and is
liable to income tax but at a lower rate than that charged on normal income.
Tax evasion is the illegal non-payment of tax.

Tax avoidance is legal non-payment of tax.
When a tax concession is given to a company, the normal rules of taxation
are not applied. Taxation is either reduced or not charged at all.
A tax loophole is a weakness in the tax law that creates an opportunity for
tax avoidance.
Tax relief is a tax-free amount allowed in calculating a taxpayers taxable
income.
A tax haven is a country where taxation is low.
allowance
avoidance
concession
tax
deductible
evasion
loophole
relief
haven
320
WORDS AT WORK
Balance sheet: assets and liabilities
COMPANY
BALANCE SHEET
Assets
Fixed assets
Land and buildings
Machinery
Equipment
Current assets
Stocks
Debtors
Cash
$000
$000
1,400
500
300
2,200
700
490
10
1,200
Liabilities
Current liabilities
Bank overdraft
Trade creditors
Other creditors
$000
Bank loan
8% bonds
200
500
1,400
Share capital
and reserves
3,400
50
350
300
700
2,000
3,400
A balance sheet is a financial statement showing the assets, liabilities and

capital of a business.
Assets are the items that the business owns or is owed, such as buildings,
machinery, equipment, stocks, debtors (amounts receivable) and cash.
Liabilities are amounts of money owed by the business to someone else
(creditors), such as bank loans, bonds issued and money owed to suppliers
(trade creditors).
Capital represents the owners stake in the business. In a company, capital
consists of share capital and reserves.
stocks
debtors
creditors
WORDS AT WORK
inventory
receivables
payables
321
Profit: word family
NOUNS
VERB
ADJECTIVE
ADVERB
profit
profitability
profit
(make a profit)
profitable
profitably
A profitable business is a business which makes profit.

Profitability is the degree to which a business is profitable.
Gross profit is sales minus the cost of sales.
Operating profit is gross profit minus operating expenses or overheads.
A profit and loss account is an accounting summary which shows the net
profit of a business before taxation during a given period (typically one
year).
Finance: word stress
credit control

evasion

profitability
322
debenture
investment
documentary credit
profitable
securities
WORDS AT WORK
89
Personnel
(Human Resources)
A personnel managers responsibilities

Personnel management involves the organisation and training of staff.
engaging
(hiring) staff
(recruitment)
staff welfare
dismissing
(firing) staff
RESPONSIBILITIES
staff training
staff development/
career structure
staff appraisal
Hiring staff
conditions of employment
job description
applications and
interviews
job offer/appointment
WORDS AT WORK
HIRING
STAFF
recruitment agency/
headhunter
323
When a vacancy occurs in a company, the Personnel Department usually

prepares a job description with an outline of the conditions of employment.
The Personnel Department also have to consider the qualifications,
qualities, and experience that are required for the job.
An advertisement is usually placed in a newspaper or a professional journal.
After the letters of application have been received, a short list is drawn up
and candidates are invited for interview. After one or more interviews, a job
offer and then an appointment is made.
A personnel manager sometimes uses the services of a recruitment agency.
Staff may also be headhunted (recruited by a headhunter) who persuades
them to leave one company and join another.
In the UK, personnel is commonly used, but many UK companies now use
the term human resources.
In the US, human resources is commonly used.
Dismissing staff
to sack
to dismiss
DISMISSING
STAFF
to give (someone)
notice
324
to make (someone)
redundant
WORDS AT WORK
If an employee is not carrying out his/her duties satisfactiorily, or of he/she

does something against the company rules (is guilty of misconduct), he/she
is first given an oral reprimand. If there is no improvement, this is followed
by a verbal warning and, finally, a written warning. If there is still no
improvement, the company may decide to dismiss or sack the employee.
disciplinary procedure
oral reprimand
verbal warning
written warning
Staff can be made redundant or laid off if there is no longer work for them.
Fringe benefits
medical insurance
subsidized mortgage
subsidized meals
(in a company canteen)
company car
FRINGE
BENEFITS
relocation expenses
company products
at a low price
Fringe benefits or perks may be given to employees in addition to their

normal salaries.
WORDS AT WORK
325
Application: word family
NOUNS
VERB
application
(job application
application form)
applicant
to apply
An applicant is someone who applies for a vacant post.
Personnel: word stress
applicant
apply
appraisal
employment
application
appointment
benefits
medical insurance
personnel
relocation
advertisement
326
advertisement
WORDS AT WORK
Reference
90
Verbs: Forms
PRESENT SIMPLE
I/we/you/they
work
he/she/it
works
I/we/you/they
do not (dont)
he/she/it
does not (doesnt)
Do
I/we/you/they
Does
he/she/it
work
work?
PRESENT CONTINUOUS
?
328
am (m)
he/she/it
is (s)
we/you/they
are (re)
am not (m not)
he/she/it
is not (isnt)
we/you/they
are not (arent)
Am
Is
he/she/it
Are
we/you/they
working
working
working?
REFERENCE
PAST SIMPLE
Regular verb
worked
I/he/she/it
we/you/they
Irregular verb
went
yesterday
Regular verb
I/he/she/it
did not
work
we/you/they
(didnt)
Irregular verb
go
yesterday
Regular verb
Did
I/he/she/it
work
we/you/they
yesterday?
Irregular verb
go
PAST CONTINUOUS
I/he/she/it
was
we/you/they
were
I/he/she/it
was not (wasnt)
we/you/they
were not (werent)
Was
I/he/she/it
Were
we/you/they
REFERENCE
working
working
working?
329
PRESENT PERFECT
I/we/you/they
have (ve)
he/she/it
has (s)
finished
I/we/you/they
have not (havent)
he/she/it
has not (hasnt)
Have
I/we/you/they
Has
he/she/it
finished
finished?
PRESENT PERFECT CONTINUOUS
330
I/we/you/they
have (ve)
he/she/it
has (s)
I/we/you/they
have not (havent)
he/she/it
has not (hasnt)
Have
I/we/you/they
Has
he/she/it
been
been
been
working
working
working?
REFERENCE
PAST PERFECT SIMPLE
I/we/you/they
I/we/you/they
had
he/she/it
worked
had not (hadnt)
he/she/it
I/we/you/they
Had
worked
worked?
he/she/it
PAST PERFECT CONTINUOUS
I/we/you/they
I/we/you/they
REFERENCE
had
he/she/it
he/she/it
Had
been
had not (hadnt)
I/we/you/they
he/she/it
been
been
working
working
working?
331
GOING TO
am (m)
he/she/it
is (s)
we/you/they
are (re)
going to
am not (m not)
he/she/it
is not (isnt)
we/you/they
are not (arent)
Am
Is
he/she/it
Are
we/you/they
work
going to
going to
work
work?
WILL
332
I/we/you/they
will (ll)
he/she/it
I/we/you/they
he/she/it
go
will not (wont or ll not)
Shall/Will
I/we
Will
he/she/it/you/they
go
go?
REFERENCE
FUTURE CONTINUOUS
will (ll)
be
working
tomorrow
have
finished
by tomorrow
FUTURE PERFECT
REFERENCE
will (ll)
333
PASSIVE FORMS
334
Subject
+ be (in
correct tense)
+ past participle
of verb
Present Simple
It
It
is
is
made.
cleaned.
Present Continuous
It
It
is being
is being
made.
cleaned.
Past Simple
It
It
was
was
made.
cleaned.
Past Continuous
It
It
was being
was being
made.
cleaned.
Present Perfect
It
It
has been
has been
made.
cleaned.
Past Perfect
It
It
had been
had been
made.
cleaned.
Infinitive
It should
It should
be
be
Perfect Infinitive
It should
It should
have been
have been
made.
cleaned.
made.
cleaned.
REFERENCE
CONDITIONAL 0
IF + PRESENT + PRESENT
PRESENT
IF
If
you
PRESENT
press this button on the machine, the door opens .
IF + PRESENT + MODAL VERB

PRESENT
IF
If
you
are
MODAL VERB
over seventeen, you can drive a car in the UK,
provided you have a licence.
IF + PRESENT + IMPERATIVE
PRESENT
IF
If
REFERENCE
you
IMPERATIVE
are caught speeding, expect to pay a fine.
335
CONDITIONAL 1
IF + PRESENT + FUTURE FORM
IF
If
you
refuse
their invitation, you will regret
it
it.
FUTURE FORM
PRESENT
IF
If
FUTURE FORM
PRESENT
rains , Im going to stay at home.
IF + PRESENT + MODAL VERB

IF
If
IF
If
PRESENT
MODAL VERB
the campaign is successful, we may

PRESENT
do it again next year.

MODAL VERB
you enjoy watching the tennis today, you can come
again tomorrow.
336
REFERENCE
CONDITIONAL 2
IF + PAST + COULD + INFINITIVE
If
INFINITIVE
COULD
PAST
IF
you restructured the company, you could
reduce costs.
IF + PAST + MIGHT + INFINITIVE
If
MIGHT
PAST
IF
we
targeted
another age group, we
INFINITIVE
might
increase
our market share.
IF + WERE + WOULD + INFINITIVE

WERE
IF
If
were you, I
INFINITIVE
WOULD
would
go to Italy for my holidays.
IF + PAST + WOULD + INFINITIVE

PAST
IF
If
WOULD
had more money, I
would
INFINITIVE
go
to Australia
for my holiday.
REFERENCE
337
CONDITIONAL 3
IF + PAST PERFECT + COULD HAVE + PAST PARTICIPLE
IF
PAST PERFECT
If
you
COULD HAVE
had asked
me, I could have
PAST PARTICIPLE
helped
you.
IF + PAST PERFECT + WOULD HAVE + PAST PARTICIPLE

IF
PAST PERFECT
If
we
process
had purchased
would have
WOULD HAVE
new equipment, the production

been
more efficient.
PAST PARTICIPLE
IF + PAST PERFECT + MIGHT HAVE + PAST PARTICIPLE

IF
PAST PERFECT
If
we
we
hadnt experienced
might have
MIGHT HAVE
338
finished
problems with the suppliers,

the work.
PAST PARTICIPLE
REFERENCE
91
Modal Verbs
WILL/WOULD
REFERENCE
I/we/you/they
will (ll)
he/she/it
would (d)
I/we/you/they
will not (wont)
he/she/it
would not (wouldnt)
Shall
I/we
Will
he/she/it/you/they
Would
I/we/you/they/he/she/it
go
go
go?
339
CAN/COULD
I/we/you/they
can
he/she/it
could
I/we/you/they
cant (cannot)
he/she/it
could not (couldnt)
Can
I/we/you/they
Could
he/she/it
work
work
work?
CANT/COULD/COULDNT HAVE
cant have
It
could have
been
a mistake
couldnt have
MAY/MIGHT
?
340
I/we/you/they
may
he/she/it
might
I/we/you/they
may not
he/she/it
might not (mightnt)
May
I/we
go
go
go?
REFERENCE
MUST
+
?
I/we/you/they
must
he/she/it
Must
go
I/we/you/they
he/she/it
go?
Note: Do/does... have to...? is more common in the

question form than Must...
HAVE TO
Present
I/we/you/they
have to
He/she/it
has to
+
?
REFERENCE
Past
had to
Future
will have to
I have to go to Paris next week.

I had to go to Paris last week.
I will have to look at the results of the test.
Do I have to do that?
Did I have to do that?
Will I have to do that?
341
SHALL
I/we
shall (ll)
help you
I/we
shall not
(shant)
help you
Shall
I/we
help you?
SHOULD
342
I/we/you/they
he/she/it
should
I/we/you/they
he/she/it
should not
(shouldnt)
Should
I/we/you/they
he/she/it
work
work
work?
REFERENCE
OUGHT TO
I/we/you/they
he/she/it
ought to
I/we/you/they
he/she/it
ought not to
(oughtnt to)
Ought
REFERENCE
I/we/you/they
he/she/it
work
work
to work?
343
92
Comparatives/Superlatives
ADJECTIVES
One-syllable adjectives
cheap
high
near
few
cheaper
higher
nearer
fewer
Some two-syllable adjectives take -er and -est

clever
cleverer
quiet
quieter
cheapest
highest
nearest
fewest
cleverest
quietest
Two-syllable adjectives that end in -y take -ier and -iest

early
earlier
earliest
easy
easier
easiest
Many two-syllable adjectives take more and most
careful
more careful
most careful
modern
more modern
most modern
Three- and four-syllable adjectives
expensive
more expensive
interesting
more interesting
profitable
more profitable
Exceptions
good
bad
much/many
little
344
better
worse
more
less
most expensive
most interesting
most profitable
best
worst
most
least
REFERENCE
ADVERBS
Adverbs
quickly
efficiently
more quickly
more efficiently
most quickly
most efficiently
Exceptions
hard
fast
well
badly
REFERENCE
harder
faster
better
worse
hardest
fastest
best
worst
345
93
Countable/Uncountable
Nouns and Articles
COUNTABLE AND UNCOUNTABLE NOUNS

COUNTABLE NOUNS
UNCOUNTABLE NOUNS
can be counted
cannot be counted
Singular
Singular
a/an
one (1)
machinery
information
money
advice
advertising
company
machine
man
Plural
some
2, 3, 4, 5
companies
machines
men
ARTICLES
countable nouns
in the singular
346
a/an
indefinite article
the
definite article
a company
the company
a specific
company
no article
zero article
countable nouns
in the plural
the companies
specific
companies
companies
in general
uncountable
nouns
the information
specific
information
information
in general
REFERENCE
94
Some/Any
Positive Statements
Questions
Any
Some
There are
some
mistakes on
page six.
I like any
kind of
music.
(Meaning:
I like all kinds
of music.)
Would you
like some
whisky?
(Making an
offer where we
expect the
answer yes.)
Have you
got any
stamps?
Ill give you

some
information
about our
product
range.
Any football
supporter
can tell you
who won the
World Cup.
(Meaning:
All football
supporters can
tell you.)
Would you
like some
help with
those cases?
Did they
make any
profit last
year?
Some
Any
Could you
give me some
information,
please?
Negative Statements
Any
There arent
any brochures
left.
He hasnt got
any money.
REFERENCE
347
95
Quantity: How much?

A lot/a lot of
Much
Many
with countable
and uncountable
nouns
with
uncountable
nouns
with
countable
nouns
a lot of machines
(not) much
machinery
(not) many
machines
a lot of machinery
348
A little/little
A few/few
with
uncountable
nouns
with
countable
nouns
(a) little
information
(a) few brochures
REFERENCE
Index
A
a/an
139-140
indefinite article
142
ability
74-75
able to
75, 78
about
123
absolutely
99
acceptable
268, 278
accident (by)
134
accompanied by
81
account
give an account of
130
accountant
303
active
204
addition
in addition to
195
adjectives
95
advance (in)
135
advantages
235, 255
advantage in
131
advantage of
131-132
adverbs
97
modifying adjectives
98
modifying adverbs
99
advertisement
313-315, 324, 326
advertising
313-315
advertising agency
313
advertising campaign
313
media
313
advice
giving advice
55, 91, 94
listen to
56
advise someone to
59
afford to
57
afraid
Im afraid...
180, 243, 278
after
25, 34, 115
after that
212, 232
agenda
246, 248-250, 268
on the agenda
136
age
comparing ages
104-105
ago
13
agree
57, 107, 258, 268, 278, 282
agree on
126, 128
agree to
128, 278
agree with
127-128
wouldnt you agree that...?
209
agreed
253
agreement
270, 282, 283
in agreement
135
all right
180, 183, 185
allow someone to
59
allowed
350
not allowed to...

89
almost certainly
40
along
go along with
277
already
24, 32, 34, 195, 237
also
195
alternative
196
alternatively
195, 255
although
193
always
2, 11, 21, 101-102
annex
297
announce
12, 107
announcements
314
annually
3
answer
answer to
131
answer telephone calls
18
answer questions
242, 272
anticipate
207
any
97
hardly any
139
with countable nouns
139
with uncountable nouns
140
apologies for absence
247
apologise for
124
apologising
179
appear to
57
appear to be ...ing
60
appear to have
61
appendix
297
application (job)
324, 326
apply
326
apply for/to
91, 124
appointment
make an appointment
159
appraisal
326
appreciate
I do appreciate
185
approve of
125
area
232
arrange to
57
arrangements (future)
9
articles
142
as
114
as a rule
208
as... as
103, 115
as long as
49
as well as
95
assets
321
ask
60, 107, 111-112
ask for permission
180
ask for something
178
ask for views
251
ask someone
to do something
19, 181
to explain
213
INDEX
to repeat
to translate
assure
I can assure you
at
attempt to
attention
may I draw your attention to?
attitude to
available
avoid ...ing
213
213
244
133
57
79, 288
131
226
64
B
back
be back
come back to
go back to
bad (not too)
bad debts
balance sheet
banners
bar chart
barely
bargaining
be
be prepared to
before
the day/week before
begin
begin by
shall we begin?
begin to
begin with
believe
belong to
benefit
fringe benefit
best
best wishes
better
better idea
it would be better to/if
between
bid
make a bid
bitterly
board of directors
bonds
boom
both
bottom out
bound to
bring
bring to a close
INDEX
bring to an end
budget (sales)
buoyant (market)
business
any other business?
do business
on business
by
go by car
by the time
by this time next...
bye!
240
309
204
254
160
136
42, 81, 133
42, 81, 130
32
41
173
C
225
237
237
171
318
321
314
234
98
279
279
32, 34, 115
110
269
246
58
232
5-6
4-6, 126
235
325
105-106
287
106
277-278
209
132
36
98
302
316
200
153
202
205-206
263
call back
calling
calling about
Im calling from
campaign (advertising)
can
can I/we...?
can I help you?
can I say something?
can I speak to...?
can you...?
can you tell me...?
candidates
cant
cant have
cant I persuade you to...?
capital
capital gains tax
cash
catch
I didnt quite catch that
cause of
certain/certainly
certainty
chair
chairman
chairperson
chance
any chance of?
by chance
change
for a change
make changes
changing situations
charge
in charge
in charge of
chart (pie chart)
cheerio!
cheque
224, 226
221
217
313
67, 74-78
181, 183
216
259
218, 223
181
273
18, 324
74-77
76-77
209
321
320
135
213
130
40, 205-206
40, 72, 205
247
247, 302-303
247, 269
180
134
134
85, 159
8
22
135, 303
234
173
134
351
chief executive officer

clarification
asking for clarification
clarifying
clause
clearer
make clearer
climb to
closed question
collapse
come
come back to
come to you
commands
commence ...ing
common stock
company
compared with
comparing
comparison
in comparison with
theres no comparison with
competition
competitor
complain
complain about
complain to
complaint
make a complaint
completely
computer-aided manufacture
concentrate on
concern
understand your concern
conclude by
conclusion (in conclusion)
conclusions
Conditional 0
Conditional 1
Conditional 2
Conditional 3
conditions
confidence (in confidence)
confident (be confident that)
confidential
confirmation
congratulations!
connection with
consider
consider ...ing
considerable/considerably
consist of
consumer
contact with/between
contain
contents
352
302
260, 276
254
242
113, 117
276
200
111
201
237
252
112
64
317
302-303
195
195
13, 107
195
195
300
300
107
123, 127
126-127
159
99
304
126
244
240
212
296
51
52, 54, 280
53, 280
56
279
135
207
293
276
189
132
236
64
104, 203
125
312
22, 132
5
293
contrasting
204
control (under control)
137
corporation
303
correct
thats correct
276
correcting
278
correctly
understand correctly
276
cost
4
cost of
131
costs
at all costs
134
could
67, 74-77
could I/we...?
180
could I have...?
178, 187
could I speak to...?
217
I wondered if you could...?
14
possibility
206
we could...
278
with Conditional 2
56
could you...?
178, 181, 226
could have
76-77
with Conditional 3
57
couldnt have
76-77
countable nouns
138-139, 143-145,
148, 150-151, 157-158
course (of course)
180-181
cover everything
284
credit
318
credit card
134
credit control
318
trade credit
319
creditors
321
D
daily
date
date of report
deal
have a deal
its a deal
with
dear ...
debenture
debtors
debts
bad
overdue
decide
decide on
decide to
decision
make a decision
reach a decision
3
123
292
282
283
237
286
316, 322
321
318
318
74
26, 34, 57
159
56
INDEX
declare
decline
decrease
definitely (not)
degree of change
delay
delay in
delay ...ing
demand for
department
depend on
depth of
despite
did...?
didnt have to
didnt need to
difficulty
difficulty in
difficulty with
direct mail
direct speech
director
disadvantages
disadvantages of
disagreement
discuss with
discussion (under)
dislike
dismiss (staff)
display advertisement
distribution
divide (a talk) into
dividends
do
do/does...?
documentary credit
done (well done)
dont have to
doubt if/whether
doubts (have)
down
down to business
down-market
downward trends
dramatic/dramatically
draw
draw your attention to
drop
107, 263
201
201
40, 72, 205
203
129
64
294
218, 303
4-5, 126, 273
130
193
12-13
85
86, 88
129, 132
132
314
107-112
301-303
235, 255
130
243
12, 34
137
5
324-325
314
295
232
316
160
2-6
319, 322
189
85
4, 207
243
246
311
201
203
288
201
E
each
either
elder/eldest
e-mail
INDEX
157-158
155-156
104-105
291, 314
employment
enable someone to
end
at the end of
in the end
engaged (line)
enjoy ...ing
entirely
equity shares
evasion (tax)
even though
ever since
every
every other day
everyone
example
for example
excuse me
executive
executive director
expand
expect
expect to
expectation
explain
extension number
extremely
326
59
136
135-136
224
64
99
316
320
193
29
158
3
230
134, 197
17, 259
303
302
200
38, 60, 207
57
92
107, 236
220
99-100, 233, 257
F
factors
fail to
faithfully (yours)
fall
fall in
far (so far)
farewells
fast
favour
do someone a favour
few/a few
figures
finally
findings
fine
Im fine
thats fine
finish ...ing
first
at first glance
first of all
firstly
fluctuate
follow
dont follow
273
57
286
201
130
24
173
98-99
235
160
151
234
212, 232, 255
294-295
171
170, 265
221
64
133
211, 232
211, 232, 255, 268
202
261
353
following (the following)

for
for a holiday
for example
for instance
forecast (sales)
forget
forward
look forward to
free
frequently
fringe benefits
fully
further
any further questions
further assistance
future (talking about)
110
23, 28-29, 36-37,
42, 124, 129, 134
136
134, 197
197
308-309
4-5
288-289
64
227
101
325
99
288
288
44
G
general (in general)
208
gentlemen
287
gerund
58, 60-66
after prepositions
64
gilts
317
give
to give an example
197
glance
at first glance
133
go
go along with
277, 279
go back to
237-238
go down
201
go out of business
52
go over (again)
254, 262, 284
go up
199-200
going to
36-37, 44
good
good idea
258
good to see you (again)
265
good afternoon
218
good evening
173
good morning
170, 216, 229, 246, 265
goodnight
173
gradual(ly)
204
graph
234
great
thats great news!
189
that would be great
182
greeting
greeting an audience
229
gross profit
322
growth
200
guess (at a guess)
133
354
H
had
32-35
had been
passive
45-47
hand
on the one hand
194
on the other hand
194, 255
happy (be happy to)
241
hard
95, 97
hardly
97
has/have
22-27
has/have been ...ing
28-31
passive
45-47
hate
4-5
hate to
58
have something done
46
have to
82-83
dont/didnt have to...
85
having + past participle
116
having (completed actions)
65
headhunter
324
hear
5
hear about/from
123
height of
130
hello
171, 175, 216
help
ask for help
14
offer help
72, 91, 183
hi!
171, 174
highly
99, 233
hiring staff
325
hold
hold the line
217
holding company
301
holiday
on/for a holiday
76-77, 136
take a holiday
76
hope
5, 38
hope to
57, 263
how
how about ...?
184
how about ...ing?
182
how about you?
171
how are things?
171, 267
how are you?
170, 176, 190, 265
how do you do?
175-176
how do you say ...?
213
how interesting!
191
how is everything?
190
how many?
150
how much?
149
how often?
3
human resources
323-324
INDEX
I
Id
Id like
Id rather you didnt
idea
better idea
give me an idea
good idea
idle time
if
178, 187
180
277-278
273
258
307
48-56, 111, 163-164,
242, 279
72
Ill
Im
Im from...
174
Im sorry
179, 181
Im sorry to...
190
imagine ...ing
64
implications for
236
important
233, 257, 271-272
impossible
206
in
130, 135
in general
208
in principle
208
in (year)
13
increase
12, 24, 53, 56, 768, 199
increase in
129
indirect speech
108-112
Infinitive
57
inform
107
information
140-167, 144
insist on
126
instance (for instance)
197
instead of
196
intend to
57
intentions
36
interest
be in your interest
210
interested/interesting
96, 105, 191
interested in
78
interests
271
internet
314
interrupting
259
interruptions
252
interview
18
introducing
introducing yourself
174-175, 229
introducing other people
175-177
introduction
introduction to a report
294
inventory
321
investment
322
investment analysis
317
investment bank
317
INDEX
invitation
invitation to
is
is ...ing
is being (passive)
passive
issue
item (agenda)
182, 186
131
7-11
47
45-47
271
249-250
J
journey
have a good journey
talking about
just (with present perfect)
just-in-time (JIT)
172
266
24
306
K
keen to
kind
its very kind of you
kind regards
know
let someone know
want to know
271
182-183, 185
286
4-5, 30-31
164
111
L
last
at last
last week/month
latest (at the latest)
lead time
learn to
leave out
length of
less ... than
let
let me
let me know if
let someone do something
letterhead
level off
liabilities
like
Id like
like to
like to consider
would you like?
likely to
line (telephone)
listen to
4, 13
133
27
133
307
57
284
130
103
183
71, 288
61-62
290
202
321
4-5
14, 187
58, 231, 271
210
186
205
217, 224
56
355
little/a little
living
do for a living
long
as long as
stay for long
long time
look
look at
look for
look forward to
loss (make a loss)
lot/a lot of/lots of
love
Id love one/some
Id love to
152
160
49
266
166
82
18
64, 172, 284, 288-289
49, 159
148-149
5, 287
184
182
M
main
271
make
159
it clearer
275
someone do something
61-62
manage
26, 282
to
57
manager
302-303
managing director
302
manufacture
22, 304
many
150
market
enter a market
22
market niche
310
market penetration
310
market segment
310
market share
12, 24, 105, 234, 310
marketing
310, 312
mix
312
may
67, 78-80
may have
80
may I/we
79
may I ask ...?
213
may I have ...?
187
may I introduce ...?
175-176
possibility
206
mean
4-5
do you mean...?
242, 260, 275
mean to
57
what I mean is
260, 275
means
by all means
180
this means that
196
measure/measurements
4
media
313
medical insurance
325-326
meet (pleased to meet)
175
356
meeting
aim of
call
mention ...ing
messages (telephone)
methods
might
possibility
you might like to ...
might have
mind
do you mind?
mind plus gerund
would you mind?
minutes (of a meeting)
miss ...ing
mistake (by mistake)
Modal Verbs
moderate(ly)
moment
at the moment
just a moment
money
a little/little money
make money
raise money
monthly
more ... than
morning
this morning
most
the most ...
move on
much
so
multinational
must
that must be
that must have been
mustnt
248
248
64
226-227
294-295
67, 78-80
206
210
80
65, 180, 188
65
65, 180-181,
188, 242
247-248
64
134
52, 67-70
104, 203
225
218, 222, 252
152
159
161
3
103
231
105, 130
236, 250, 268
104, 149
165
303
67, 81-84
83
84
89
N
name
company name
my name is
nearly always
need
didnt need to
need for
neednt
neednt have
neither
net profit
292
174, 217-218, 229
101
5, 244
86, 88
129
85
87-88
154-155
322
INDEX
never
news
next
next week/year
nice
nice meeting you
that would be very nice
nice to meet you
nice to see you
niche (market)
no, Im sorry
normally
not
not at all
not in
not only..., also
not too bad
notice
give notice
notify
2, 21, 101-102
189-190
212, 263
110
172
182
175
171-173
310
178
208
180
227
195
171
324
107
O
object to
objections
no objections
raise objections
objectives
objectives of a report
obligation
occasionally
of
of course (not)
offer
offer a discount
offer assistance
make an offer
offer something
offers
often
older
older than ...
on
on the whole
once
once a year/day
at once
online
open questions
opening remarks
operating expenses
operations
operations manager
opinion
in (my) opinion
INDEX
126
258
161
294
81-82, 93
101
125, 130
180-181
49
288
159
184
91, 186, 280
2, 21, 100-102
104
126, 136
208
3
133
314
111
246
322
306
304
4
135
opinion of
options
ordinary shares
other
in other words
ought to
ought to have
outline (of a talk)
overheads
own
130
195, 256
316
196
67, 93-94, 205
93
231
322
5-6
P
parent company
Passive
pay
pay by
pay for
pay in
payables
peak
penetration (market)
perceptions
permission
not permitted
personnel
persuade
persuade someone to
phone
phone for someone
phone to say that
pick up
pie chart
pity (what a pity)
plan to
make plans
please (yes, please)
pleased
pleased to meet you
wed be pleased if
pleasure
its a pleasure
we have pleasure in
point(s)
adding extra points
main points
making a point
next point
the second point
pop-ups
possible
possible options
would it be possible to ...?
possibility
301
45
133
124
135-136
321
199
312
4
76, 79, 180
89
303, 323, 326
209
59
90
25
49, 77, 200
234
192
57
159
184
175-176
182
185
290
237, 243, 249,
252, 255
195
239
256
236
211
314
206
195
180
75, 78, 206, 255
357
could I possibly...?
180
postpone ...ing
64
practice (in practice)
135
practise ...ing
64
predicting
36, 38
prefer
5
preference shares
316
prepare for
124
prepared
be prepared to...
281
Present Simple
2
contrast with Present Continuous
10
Present Continuous
7
Present Perfect or Past Simple
26-27
president
303
pretend to be ...ing
60
previous
the previous day/month
110
price
296, 312
raise
161
principle (in principle)
135, 210
priority
271
probably
40, 100, 205-206
problem
255
procedure
268
process time
307
produce
3
product
295, 306, 312-313
life cycle
304
mix
305
range
304
production
304, 306
cycle
307
manager
304
time
307
productive
306
productivity
306
profit
322
increase profit
56
make a profit
159
profit and loss account
322
profitability
322
progress
make progress
159
prohibition
89
promotion (sales)
296, 309, 312
propose
277-278
provided that
49, 281
providing
49
potential (sales)
309
public relations
314-315
purpose of
231
purpose of a meeting
248
put through
218-220
358
Q
quality
quality assurance
quality circle
quality control
quality management
quantity
question(s)
answer a question
clarifying questions
closed questions
deal with questions
inviting questions
open questions
repeat questions
rhetorical question
understand
quite
quite right
quota (sales)
305-306
305
305-306
305
148
274
242-243
242
111
242
241
111
242
236, 237
242
99
275
309
R
raise
rapid(ly)
rapport (establish)
rarely
rate of
rather
Id rather
reach
reactions
inviting reactions
negative reactions
positive reactions
reactions to ...
reactions to a proposal
realise
really
I really must...
Id really like to...
really?
reason for
recall
recall...ing
recap
receivables
recently (present perfect)
recommending
I/we recommend that
recover
recruitment
161-162
203-204
265-268
101-102
130
99-100
180
199
251
258-259, 279
257-259, 279
131
279
30
98-99
179
180
191
129, 236, 269
64
275
321
24
210, 288, 296
59
199
324
INDEX
redundant
make redundant
refer forwards/back
reference
with reference to
refuse to
regards
give regards
kind regards
regret (to)
relationship with/between
relative clause
relatively
relocation
rely on
remain stable
remarks
opening remarks
remember (to)
remind someone to
repeat
could you repeat that?
reply
reply to
report
report to
representative (sales)
request
require
reservations
have reservations about
responsible
respect for
respond to
result
result in
result of
retail
retail market
return (a call)
review (under review)
right
all right?
am I right?
its all right
not quite right
thats all right
that will be all right
rise
rise by
risk ...ing
routines
rule
as a rule
run through
INDEX
324-325
159
237-238
288
57
267
286-287
58
132
117
193
325-326
126
201
246-247
4-6, 58
59
213
107
126, 131
107
3
310-311
14, 71, 111, 178
5
277
284, 303
129
127
52
130
312
310
227
137
282
274
272
277
185
180
161, 199-200
161
64
2
208
240, 261
S
sack
324
sales
308
sales promotion
296, 309, 312
sales representative
308-309, 311
sales turnover
12
salutation
286-287
say
107
are you saying...?
260-261
say something about
250-251
that is to say...
196
schedules
6, 44
scope
scope of a report
293-294
secondly
232, 256
securities
316-317, 322
see
5
see someone about ...
25
see to...
82
see you again soon
173
seem
4-5, 279
seem to
57
seem to be ...ing
60
seem to have ...
61
segment (market)
310-311
sensible (seem)
29
sequencing
256, 269
serious
95
set-up time
307
shaking hands
177
shall
67, 72-73, 90-92
shall I?
72, 90-91, 183
shame (what a shame)
190
share (market)
12, 24, 105, 234, 310
shares
316
sharp(ly)
203
should
67, 90-92, 205
should have
92
you should ...
210
significant(ly)
95, 97, 104, 203, 235
sincerely (yours)
288
slightly
98, 104, 203
sluggish
204
slump
201
small talk
268
so
165
so far
24
so that
165
solution to (a problem)
131
some
145-146
some other time perhaps
182, 190
with countable nouns
138-139
with uncountable nouns
139-140
359
sometimes
soon
as soon as
sorry
2, 21, 101
25, 34
179, 181, 213,
225-226, 258-261
190
213
Im sorry to ...
sorry?
sounds
that sounds...
279
speak
speak about ...
231
speak more slowly
213
to speak
25, 93, 219
to speak to someone about...
222-223
speed of
130
speed of change
203-204
spite
in spite of
193
stable/stability
202, 204
stage
at this stage
240
stagnant
204
stand at/stood at
202
start
start to
58
to start with
211-212
well start with
211-212
state
107
state interests
271-272
states
4-5
stative verbs
5
steady/steadily
203-204
stick to
252
stock
321
stop (to)
58
strategy (sales)
309
strongly recommend
210
subject
subject line
291
subject of a report
292
subject to ...
284
subsidiary company
142, 301, 303
substantial(ly)
95, 97, 104, 162, 203
such
165-166
such ... that
166
sudden(ly)
203
suggest
107, 210, 269, 277
suggest ...ing
64
suggestions
90
make a suggestion
79
sum up
25
summarising
239-240, 262, 284
superlatives
105, 196
supply
supply lead time
307
supply with
127-128
360
suppose
sure
Im not sure if/whether
surely
surprised
be surprised to ...
Id be surprised if
surprising
5
180
213
209
96
207
96
T
table (of figures)
234
talk
talk about
230-232
small talk
268
target market
311
tax
tax avoidance
320
tax concession
320
tax evasion
320
tax haven
320
tax loophole
320
raise tax
161
tax relief
320
taxation
319
telephone
make a telephone call
160
on the telephone
136
tell
71, 107, 112, 226
terrible (news)
190
terribly sorry
99
than
103
thank someone for ...
93
thank you
182-185, 240, 246-247
thank you for your letter
288
thank you very much
182-183, 185
thanks
182-183, 185
that
117, 120
after that
212, 232
that is to say
196
the
definite article
143
with superlatives
105-106
then
212, 232, 268, 279-280
theory (in theory)
135
there
is ... there?
217
think
4-5, 38, 262-263,
273, 275, 283
think about
72, 88, 148, 150
I think you should
210
think about
56, 71, 123, 125
think of
125
this is ...
176
though
INDEX
even though
time
a little/little time
a long time ago
by the time
clauses
in time
in time for
its time
its high time
on time
phrases
some other time
such a long time ago
this time next week
times
three times a day
title
title page
to
today
topic
changing topic
total quality management
totally unacceptable
trade credit
trade fair
treasuries
trends
trouble
be in (serious) trouble
truly (yours)
try ...ing something
turnover (sales)
193
152
13
32
113
135-136
52
15
15
136
13, 110
182, 190
166
41
3
218, 290
293
126-127, 131
230-231, 248
236
236
305
233
234
314
317
199
77
287
91
12
U
uncountable nouns
under
understand
underwriters
unless
unlikely
until
up to now
up-market
upward trends
used to
be used to ...ing
usually
INDEX
139-140, 144,
148-149, 152
137
4-5, 30
319
49
205-206
25, 34
24
311
161-162, 199-200
19-21
20, 64
2, 21, 101-102
V
vacancy (job)
very
very few
very well
vice-president
views on
visuals
vital/vitally
voting (at a meeting)
323
99
151
170
303
251
234
271-272
253
W
wait for
28, 36, 124
want
60
want to
4-5, 14
want to know if/whether
111
warn
112
was/were
being (passive)
47
...ing
16-18
passive
45-47
way
way of doing something
130
under way
137
websites
314
weekly
3
weigh
4
weight of
130
welcome
229-230, 246-247
youre welcome
185
well
97, 100
as well as
195
well done!
189
very well
170
were
if I were you
55
what
what a shame
190
what about ...?
184
when
13, 17, 25, 34, 163
when or if?
49, 163-164
whenever
114
whereas
194
whether
111
which
117-118, 120
while
18, 114, 194
who/whom/whose
117-119
whole
on the whole
208
why dont you...?
182
will
38-44, 52, 67, 71-73
361
will be ...ing
will have done
wise
youd be wise to
wish
with
withholding tax
world class manufacturing
wonder if
wont
words
in other words
work
work as
work for
to do work
will it work?
worries (have no)
worry about
worse/worst
would
certainty
would it be possible to...?
would like to ...
we would ...
would you ...?
362
41
42-43
209
209
127-128, 132
319
306
14, 272
38-44
196
22
19, 36, 43
160
38
244, 273-274
86-87
105
20-21, 35, 53-55,
67, 71-73
205
180
273
281
181, 227
would you like ...?

would you like to ...?
would you mind ...ing?
would have
Conditional 3
wouldnt you agree?
writing (in writing)
184, 186
182
181, 188
56
209
135
Y
yearly
yes
yes, certainly
yes, of course
yesterday
yours
yours faithfully
yours sincerely
3
178, 181
178, 181
13, 27
286-287
286-287
Z
zero article
144
INDEX
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marcus evans linguarama

Language Training for Professionals

About this book

English Reference Guide 2 is at a higher level of language

marcus evans linguarama

English Reference Guide 2

This book provides basic language to help you to communicate

marcus evans linguarama information

English Reference Guide 2

marcus evans linguarama English Reference Guide 2

ISBN 0 906256 003

Verbs: Infinitive and Gerund

Adjectives and Adverbs

Easily Confused Words

Greetings and Farewells

About this book

How can you use this book?

Symbols used in this book

This indicates common problems and important points.

Flags show the differences between:

In the reference section:

indicates the positive (affirmative) form of verbs.

indicates the negative form of verbs.

indicates the question form of verbs.

They report to the director...

VERBS: PRESENT, PAST AND FUTURE

Opinions, perceptions and states

Think and See

See is normally only used in the Simple form:

VERBS: PRESENT, PAST AND FUTURE

I am not remembering his name.

I dont remember his name.

Peter Spencer is owning most of

Peter Spencer owns most of the

I am believing that you are right.

I believe that you are right.

We dont leave until six oclock.

Something happening at the time of speaking

What are you doing?

VERBS: PRESENT, PAST AND FUTURE

Something happening around the time of speaking

Rome: arrive 11.00

Press Conference 10.30

Production Meeting 10.30

VERBS: PRESENT, PAST AND FUTURE

Present Simple or Present Continuous?

He works for Fiat in Milan.

Hes having a holiday in the

They check the stock once a

They are checking the stock at

She doesnt normally work in

Shes working in the sales

Most children learn a foreign

Hes learning French.

I usually write the monthly

Im not working on the report

I work on this report at the

I am working on this report at

Emphasizing very frequent action

Always is normally used with the Present Simple: