Total Business 3 Student's Book Paul Dummett tame) a {=a}Total BUSINeSS3 Pere ie Student's Book Paul Dummett with Colin Benn wonsac | aie CENGAGE (BRR | 42 Sanne ‘Aavals» al oJpan» Korea» Mesco»Sgapere “Spin + United Kingdom - United tatesa CENGAGE (eB | Se ‘et aninan Hat Boole {© 2012 National Geographic Leaning, 8 pat of Cengage Learning Paul Dummett with Colin Benn ALL RIGHTS RESERVED. No pat ofthis work covered by the copyright ‘herein may be reproduced, transmitted, stored or used in any former ne rrn any means graphic electronic, or mechanical including but nt limited Photocopying, recording, scanning, digitizing, taping, Web distribution, Head of Production and Manufacturing: Information networks, or information storage and retrieval systems, ‘Alissa MeWhinnie except as permitted under Section 107 or 108 of the 1976 United States, Production Controller: Tom Relf Copyright Act, without the prior written permission of the publisher. 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Locate your local office at: | International.cengage.com/region Cengage Learning products are represented in Canada bby Nelson Education, Utd. ‘Visit National Geographic Learning online at ngl.cengage.com Visit our corporate website at www.cengage.com ‘Acknowledgements The publishers would like to thank and acknowledge the following sources for diagrams, copyright material and trademarks: Genevafights rejudie with anonymous CVs, reproduced by permission of swissinf.ch, Adam Beaumont. Jb satisfaction, reproduced by permission of Simeon Caulk and The Observer | think lke a wise man but communicate in the language of people. WE. Yeats, poet (18651939), Permission granted by A P Wal Lid on behalf of Gréinne Yeats. Quotes from Secrets of closing the sale by Zig Zilat. The ad revolution will not be televised, reproduced by permission of the author Owen Gibson. World Stocks/Use - Palm Oil graph reproduced with permission, © HGCA and USDA. How the supermarkets are squeezing their suppliers - reproduced with permission of Financial Times, 7th December 2005, by John Plender, Martin Simons and Henry Tricks. Corporate universities, reproduced by permission ofthe author Matthias Becker. Trading pollution quotas - from The Little Earth Book, reproduced with the permission of Alsat Sewdays. Corporate social responsibilty, reproduced by permission of Hubbards Iceland's energy resources, reproduced by permission of the author Gwiadys Fouche. Getting past no by Wiliam Ury, published by Random House Business Books Reprinted by permission of the Random House Group Ltd. Extracted from GETTING PAST NO by William Ury. Banton; Revised edition January 1, 1993). Successful cross-cultural communication, reproduced from www.schulersolutionscom. Dr AJSchuleris an expert in leadership and organisational change. To find out more about his programmes and services, vst ‘ww SchulerSolutions.com or call O01 703 370 6545. The new philanthropists reproduced by permission of the author Simen Jenkins Photography iStockphoto.com page 5. Getty images pages 6,7, 8, I, 12,23. iStockphoto.com page 24 Getty Images pages 27, 28, 30,31, 3. Bet Publishing Group page 36. Getty images page 36. PA Photos page 39. Getty Images pages 41, 46. PA Photos page 47. Getty Images ages 49,5, 57, 58, 6, 62, 63, 68,73.PA Photos page 76 (Kermit the Frog) (hurricane). Getty Images page 76 (smog), (sought (cto ‘plesion), Penguin Co, UK/Sanrays pages 7. Getty Images page 2. PA Photos page 86 (pod). Getty Images page 86 (dy Hod (old fashioned telephone), (spanner). PA Photos page 88 (Model T Ford). Getty Images page 88 (mobile phone), (memory stick) ightbu! Random House page 92. Gelty Images page 96, PA Photos page 97, 99. Getty Images page 101 iStockphotecom page 104. PA Photos age 106.107, Superstack (Lake Apoyo) page 110, Getty Images pages 110, 1, 13. iStockphoto.com page 114, Getty Images pages "6 120,122,123. Commissioned photography: Mark Mason pages 25. Printed in China by RR Donnelley 456789 10-1716 15 1413Total Business 3Cries ia) LI Working life page 6 ‘Vocabulary: Deseribing working tie Reading: Attitudes to work Grammar: Gerund and infinitive Listening: The future of human resources Vocabulary: CVs and personal summaries Reading: The anonymous CV Erato 1.2 Asking and answering questions page 12 Ustening: An environmental aceldent Grammar: Indirect questions Speaking: A job interview LEARNING STRATEGIES 1.3 Reading: Understanding gist page 14 2.1 Growing the company page 16 Vocabuilary: Parts of company Vocabulary: Growth strategy Reading: SAP competes with ‘organic growth’ Grammar: Past tenses Writing: Writing about the past Reading: Mergers and acquisitions Listening: The PeopleSoft takeover Writing: A press release Reading: Organisational culture Speaking: An employee survey 2.2 Presenting facts page 22 Listening: Falling shares Speaking: Presenting facts 2.3 Speaking: Giving personal information page 24 3.1 Communication at work page 26 ‘Vocabulary: Means of communication, Reading: Better communication? Grammar: Verb patterns Listening: Dealing with problems Speaking: Handling calls sensitively 3.2 Email exchange age 32 Writing: Formal and informal emails 3.3 Listening: Note-taking page 34 4.1 The art of selling page 36 Vocabulary: Selling Listening: Sales techniques Reading: Advertising trends Grammar: Tenses and time phrases Grammar; Transitive and intransitive verbs Speaking: Inthe field Writing: Asales report 4.2 Presenting figures age 42 Vocabulary: Describing performance Listening: A sales forecast Speaking: Presenting figures ing. and explaining graphs page 44 5.1 Money and finance age 16 Vocabulary: Money expressions Speaking: A bank loan Listentng: A culture of debt Grammar: Expressions of comparison ‘Speaking: Choosing an investment Vocabulary: Company finance Reading: A financial summary 5.2 Discussing options page 52 ‘Vocabulary: Business costs Listening: Discussing costs Speaking: Discussing options and making recommendations 5.3 Listening: Monologues Page 54 6.1 Purchasing power page 56 ‘Vocabulary: Online trading Speaking: Managing suppliers ‘Readings How the supermarkets are squeezing thelr suppliers Grammar: Relative and parteipial clauses Listening: A contract to supply Grammar: Ordering events: tense practice Welting: A letter of complaint 6.2Telephoning page 62 Vocabulary: Telephone expressions ‘Speaking: Problems with orders 6.3 Writing: Letters reports and propo! page 64Perry BUSINESS ToPIC Stor (eto 7.1 Managing people 7.2 Report writing 7.3 Reading: age 66 ge 72 Linking ideas ‘Vocabulary: Managerial qualities Wetting: Abusinessreport — | page 74 Listening Strengths and weaknesses Vocabulary: Linking phrases Vocabulary: idioms: management problems | Welty: A report on employee Grammar: Expressing purpose raining Reading: Manage 8.1 Being responsible 8.2 Formal meetings | 8.3 Reading: page 76 page 82 Vocabulary and Vocabulary: Environmental problems Vocabulary: Business meetings | collocation Reading: Trading pollution quotas Grammar: Modal verbs page 84 Grammar: Use of prepositions with statistics | Speaking: Discussing business Writing: Describing a graph ethics Listening: Corporat social responsibility Grammar: Gerunds and infinitives 9.1 Innovation 9.2 Negotiating 9.3 Reading: age 86 pages Interpreting the m: Vocabulary: Describing products Reading: Getting pastno ideas Speaking: Market research Speaking: Business angels:a | page 94 Grammar: Collocations: verb + preposition | negotiation Listening: product presentation Reading: Don’t waste your money on Innovation Listening: Idioms Grammar: would Writing: A leter in response toa request 10.1 Travel and entertainment 10.2 The language of 10.3 Speaking: page 96 proposals. Discussing and Vocabulary: Business travel age 102 reaching a decision Listening: A team-building day Listening: Taking notes page 104 Grammar: Future forms Reading: Two proposals Reading: Events management Welting: A proposal fora Vocabulary: go and get corporate event Reading: Planning a corporate event ‘Speaking: Making a pitch 1.1 The economy 11.2 Effective writing | 11.3 Speaking: page 106 page 112 Presentations Vocabulary: Economic issues Writing: Written business | page 114 ‘Reading: The new philanthropists communication Grammar: Conditionals (types 1and2) | Welting:Adelicate leter ‘Speaking: Socio-economic problems Reading: Nicaragua? Yes, please! Listening: Relocation experiences 12.1 Crossing cultures 12.2 Social English 12.3 Readin; ‘page 116 page 122 Proofreading Vocabulary: Globalisation Vocabulary: Conversation | page 124 Reading: Cross-cultural communication | starters Reading: Understanding cultural differences | Listentng: Smalltalk: short Grammar: Speculation responses Reading: China rules Speaking: Social situations Listening: Understanding business culture Writing: A market profile report Information files (Student B) page 127 Useful expressi Listening seripts page 133 is page 128 Business idioms page 132 CONTENTS | 5Rete ig working life Descril [what does this quotation mean to you? ‘re busy making other plans! “Life is what happens o you while yo Jobn Lennon, English singer & songwriter (1940-19180) 2. Discuss these questions. 1 How many jobs do you expect to have in yourlife? 1-3. 4-7 Bormore 2 Would you prefer to be self-employed or an employee? Why? 3 In fifteen years’ time, do you expect to be working more or less than now? 4 Atwhat agedo you expect to stop working? 65 65. 75 3 Underline the best word to complete each sentence. 1 Atthe moment, people generally retire / resign at 65. 2 Ljoined / applied for the company when | was 25 and have worked there ever since. 3. What's the best way to pay reward our employees for good performance? 4 About 700 staff were laid off/ dismissed when the company lost the contract to supply Toyota. 5 We have educated / trained our staffin the use of laser equipment. 6 I'm going to leave / change the company at the end of the year. 7 Band G Consultants recruits /emplays from the top business schools. 8 Companies need to offer parents of young children more flexible / overtime hours. 9 They used only to offer permanent posts, but now most new contracts are temporary part-time ones. 10 Ihave one day off / holiday a week to attend a course at college. 4 Make sentences with the words you didn’t use in Exercise 3. 5 Make nouns from the following verbs. Verb Noun Verb Noun 1 employ employment 6 recruit 2 promote 7 apply 3 retire 8 dismiss 4 resign 9 pay 5 train 10 rewardLo Attitudes to work 6 Do,you think that people starting work now have alifferent attitude to work than their parents did? If $0, in what ways? 7 Look at the newspaper article and read the title, What does the tile suggest to you? Read the article and check if you were rj Wake up call for young workers By Sarah-Louise Doyle suited them financially with litle regard tothe consequences for the workforce. But in 2008 something changed. Global recession made these twenty- somethings litle more humble it seems. Onehead of recruitment fora consultancy firm told me about the type of candidates for internships. they were used to interviewing before the recession, “These people thought that the world ‘owed them a living.” says Kerry Hirschbaum of Seefeld Consultancy Group. ‘Suddenly, though, they seem a Jot more flexible. Their atinude used to bbe “How can you help me in my career?", but now it's more like ‘What do you need ‘They wanted variety in their work, good | me to do?’.” ys (0 pursue their | This is how it should be of course. Not they've been called “Gene the ‘net generation’ and the 'me | pay, plenty of hold ‘generation’. These are the people born | leisure interests and the right to move to | everyone is entitled to a job ~ you have in the 80s and 905, who, spoiled by their | a better job whenever the opportunity | tobe deserving. Ifyou are, then naturally parents and coddled by universities, | came up. employers should reward you well and centered the world of work with high | — In some ways they couldn't be bl lve you reasonable conditions in whi expectations and litle sense of loyalty to | for making these demands. Compar ‘odo your job. Butcompanies don't exist their employers. There was no way they | in the 90s bad showed file loyalty to ‘wete going to sit in a cubicle for twenty | their employees, downsizing when they | lifestyles tht they want. Generation Y, it years and do whatever they were told. | needed to, outsourcing work when it | seems, has finally woken upto this fact. 8 Doyou think the younger generation of workers is spoiled and expects too much? Or do you think the older generation sacrificed their lives (and fun in thei lives) for work? 9 what do the following phrases in the text mean? 1-me generation 2 coddled by univer 3 sitin a cubicle for twenty years 4 with litle regard to the consequences 5 twenty-somethings G they thought the world owed them a living 7 not everyone s entitled to ajob MODULE | WORKING LIFE | 7itive EEC Gerund and in 1 Whteh ofthe verbs or phrase take fo + infinitive (t0 do)? the box take the gerund (-Ing) and which ones be goodat plan/intentéaim- be worth fall have trouble /difficulty hope / expect manage decide think about / consider enjoy avoid involve have be used to / accustomed tobe willing / prepared + gerund (-ing) +60 + Infinitive (to do) plan / intend / aim 2. Which ofthe following pairs of phrasests the odd ne out grammatically? Why? 1 be goad at - be bad at 2 be willing - be reluctant 3 succeed in ~ fail 4 enjoy - dislike 3 > Complete these sentences. 0 When | retire, | plan to do some voluntary work for a charity. 1 When I retire, I plan ... 2 Lthink I'm quite good at... nding a job interview, is worth .. 3 Before 4 Myjob involves 5 When speaking English, | often have difficulty. 6 Atwork | feel satisfied if manage .. For my summer holiday this year, !am considering If] was offered more money, I would be willing .. 8 9 ‘the hardest thing about starting a new job is getting used to... 10. Iget annoyed with colleagues if they fail. 4 Choose five of the phrases in exercise 1 and make sentences about your ow? working lifRosy 5 Usten for key words that give the context, the attitude of the speakers and their ‘main arguments, | The future of human resources @ 14 Youvwitt hear tive human resources (11) managers talking about the key Issues In human resources facing companies today, + The first time you listen, indicate talking about + Thesecond time you listen, each issue, which employee group in the workforce they are Indicate what actions they propose to take to deal with ‘TASK ONE - EMPLOYEE GROUP ‘A older employees (50-60) B new recruits 2 C trainees D senior management E young highly qualified employees F women il G retired employees H disabled workers ‘TASK TWO - PROPOSED ACTION A efforts to retain good employees B the introduction of more flexible working 6 —_____ arrangements x C linking salaries more closely to results D more focus on job training for employees <= E encouraging people back from retirement 9 —________ F more support for working parents 7 G developing a more positive attitude towards older workers H reducing staff costs You've heard the priorities of HR managers. What are your priorities for your working life? Consider the following: + flexible hours + working environment + pay + training + career prospects + retirement MODULE I WORKING LIFECVs and personal summaries LT what do you call someone who...? © employs people an employer 1 isemployed by a firm 2. applies for a job 3 isinterviewed fora job 4 issecking (looking for) ajob 5. participates in something 6 hasleft university with a dege 2. Do this exercise from an online guide for employers. Guide for 1 Adynamic and knowledgeable IT graduate who can bring | ‘success to your business, | have excellent interpersonal skills employers and considerable experience of designing software solutions. Whether working as part of a team or independently, | have Vs and covering letters are the ability to come up with the goods. ‘essential tools in the search for the right candidate for the job and you should use them as a snapshot of a potential large organisation after years of running my own company. | candidate. Being able to read have experience of all aspects of business and would welcome between the Hives will hells, the chance to share this expertise with clients of a forward- ' in your task of putting the right ieee erates free person in the right job. 9 cy firm, i Look at these three examples of 5 personal summaries from first- tn . : x 7 self-motivated graduate with time job applicants received by 3 elt ivated graduate with a masters in economics, | have t atezding eonsuttangy frm. pre-course experience in the Economic Studies department of ' Which applicant would you a subsidiary of Exxon Mobil, where | enjoyed six months employ and why? working with the back office team. Adaptable, efficient and keen to learn. lam a successful business entrepreneur seeking to return to a Ean The anonymous CV 3 Underline which elements should definitely be included in a CV (the others are ‘optional extras’). 1 name 11 goals and objectives 2 address 12. education - primary, secondary, higher education 3 telephone number 13. other skills or qualifications (membership of 4 email address associations, driving licence, etc) 5 age /date of birth 14 employment history ~ company, job title, 5 tex responsibilities, results 7 marital status 15, hobbies and interests 8 nationality 16 languages 9 personal summary 17 references 10 personal qualities 18 personal achievements5 Read the second part of the text and put 4 Read the first part of issinfo.ch Prospective employees in Geneva are to send 3 jb applications as pat of @ pilot projet to tackle dscrimination, ‘The a he isto kind in Switzetland, tas bean lance bythe anton’ integraton office nd involves tnee major employers Reiler Migros, energy provider SIG and the commune of Vernier hae al signed up to participate in the scheme ‘Under the terms ofthe project. which wll last for the mnt, jobscekers wil din (CVs detating their sills and experince but ng thelr name, adress, age, 5, any igkn or dsality and photo The amis w ive all applicants an equal hance of being aed up fer interview. “Ws imposible to quantify but we know thereismch more disermination than we are aware of. There are some unemployed people who are wot geting interviews because they tre of & effeeat naonaig, colour religion. André Casella head of the projet tn Swissin “The important thing is that candidates who have the right sills fora job should be seen. and wat to give them the chance to be SERRE, There are employers out there who tefwe consider Afteans? om Castella said another am ofthe wal was to encourage employers (0) and the public to talk about discrimination and w nae awareness about the scale of injustice, He added thatthe idea of anonymous CVs had already been tested in France where the country’s National Assembly is. due to consider making the practice mandatory for all firms (1) —2AXs more than 50 ‘employees. Jean-Charles Bruttomesso, Director of ‘Human Resources at Migros Geneva, said all applications for positions until June 30 (2) sod. be considered purely on the basis of skills and experience. He noted that employers? a (. What Is the idea behind an anonymous CV? Geneva fights prejudice ? with anonymous CVs itone word in each space. the retailers involvement inthe project was par of ongoing eqal opportunity forts. “This intaive isan occasion for (2) —all__"of us to think about out prsices and oter preconceived eas and vention them’ he sai. “Those behind the scheme admit that an anonymous CY wil (4) 22 rule out the posibilty of lscrimination once a candidate arivs for an interview but they stress (5) Ok. it is an important first step The launch o the pilot projec forms part of the canons week-long series of events (6) 2.5 racism and discrimination 6 Do you think this initiative will be effective in eliminating discrimination by MODULE | WORKING LIFE hen ratesun The Daily Reporter Tanker 4 Grounded 200 tonnes of oil leak into sea fi 3 Look at exer 4 conver Asking and answering questions An environmental accident 1 @ 12 Following this news announcement, a journalist interviews a spokesperson from the company that owns the tanker. Listen to the Interview. 1 What caused the accident? 2, How many accidents has the ship been involved in? 3 Does the spokesperson come out of itwell? 2 Complete the questions the journalist asks. ___ how this happened? 1 frst time this particular ship has been in an accident, 2 This isn’c th 3 And__________todotollimit the damage? 4 this kind of accident is acceptable? § It’s PR disaster for your company, 2 Indirect questions reise 2, Study the structure of the indirect questions in sentences 1 and 4, and the tag questions in sentences 2 and 5. 1 the following questions into indirect questions. 6 How many years’ experience do you have in customer service? Can you tell me how many years’ experience you have in customer service? 1 Where have you worked before? 1d be interested to know —————<$@ $$ 2 Are youan ambitious person? Would yousay 3 Have you gone as far as you can in your present job? Doyouthink 4 Who are our main customers? Doyoukngy 2 tamer edtug questions, 0 Aww you interested tna full-time job? You're intereoted In a full-time job, aren't you? 1 Are youmartled? ee ae Sh 2 Can'tyou start tomorrow? 3. Have you only worked forsmaller companies? 4 Did you manage to find our offices easily? 5 Isthis your first real job? 6 Would you be able to work part-time? A job interview 6 Howwould you fe if you were asked these questions? How would you reply? Can you tell me why you think you'll be good at this job? Why should Iemploy you? You don't have much experience in this field, do you? You've taken quite a lot of time out from work, Why is that? You are quite a quietly-spoken person. Do you have trouble asserting yourself? Now, your last job. Did you choose to leave? ‘And what do you know about our company? So tell me what you did yesterday, 50 You SAY You Don'T REALLY HAVE ANY WEAK POINTS... le 7 Work with a partner. Each choose one of the following jobs to be Prepare five questions each and then take itin turns to adopt the role of interviewer and interviewee. Try to put your interviewee ‘on the spot? terviewed for. firefighter restaurant manager web designer fundraiser forlocal sports club trainee investment advisor MODULE | ASKING AND ANSWERING QUESTIONS | 13ice Seon There are lts of ways. | _ to develop your | reading skills | * Look for English | words on posters and | advertisements, | ‘= Read English | business texts,eg | Time, Newsweek. | * Get your news from | English internet sites, eg the BBC, CNN, | —_——— LEARNING STRATEGIES Reading: Understanding gist Summarising ‘Summarising is avery useful skill It proves that you have read a text and understand its general meaning, It allows you to keep a concise record of the main views of a text, Read this text and then choose the best summary (A, B or C) forit. Although most employers wouldn't consider offering a job to a candidate without an interview, far fewer of them recognise the importance of the exit interview. The exit interview ~ an interview with an employee who has decided to leave the company - can help employers identify ways in which to improve their workplace culture and think of alternative, non-financial benefits for their staff. It can reveal new ways of motivating employees and thus help the employer to retain the loyalty of their most valuable members of staf. enim A Employees are often motivated by non-financial benefits. B Exit interviews are often undervalued by employers. € Employers should improve their workplace culture. Write a one-sentence summary for this passage. Compare your answer with your partner. | favour a direct approach to interviewing where the questions really put the candidate under pressure and test their reactions. If you look at manuals on interviewing technique, you'll find that ‘most advise you first to make the candidate feel at ease, and then toask open-ended questions that give them the freedom to talk and express themselves as they would like. But | think we're being > far too nice here. By allowing people to dictate the direction ofthe interview, we run the risk of not discovering who they really are and wasting everyone's time. Reading for gist {tis important to be able to read fo gist or global meaning. This means being able to understand the general view being expressed ina text In the following activity you have to match five parts of a text to five sentences that summarise them, + Make sure you understand the context of the passage and what you are being asked todo. + Donot read the summaries first. Bearing in mind what general information you are looking for, read the first text and then try to summarise, in your head, the general view it expresses. Now read the summaries and find the one that matches your own mental summary. Repeat this procedure for each of the other four texts.3 Following the approach described on page 14, do this activity, + Look at the sentences below and the extracts from an article on employee motivation, ‘+ Match each statement 1-8 to one of the extracts (A, B, C, Dor BE) Example: © Job satisfaction is the key to an employee's motivation. D Companies usually try to motivate employees with extra payment or verbal praise. © Financial rewards don’t work so well when the manager assesses performance himself. In the end, motivation has to come from the person himself.) () Loyalty and commitment are two different things. * Employees are committed when they understand and believe in the company’s aims. Most employees see rewards as an end in themselves. How well you work does not depend on how good your working conditions are. Good relations between managers and workers create the right working environment.© |! evausune || Fundamental tothe ive of motivation the | tnstea, the motivation debate seems to focus on | Seretierercat a, | | easheeten emetic | tndemployee continent Employes ely | tomes commonly ued ab acento er people then the fel amoral ana wel faked fe: Grothe wth mesure get to rech Sometimes | Job security reasonable condtons of ay, generous | teaho wedto reward employees whose performance has Fela ntleent deal inrees od goed | teen veut ssbjcvay by one manages Tits lon i persion, Without these conditions an employee wil satisfactory. Verbal commendations also used to ‘ee nether loyalty tothe company nor amy ‘motivate, from asimple word f encouragement inthe ‘motivation to work. ut it i ako posible that even ‘employee’ eat to a public award ceremony. ‘with good conditions, the employee may not feel ‘motivated This is because performances not directly felated to working condition: an employee can fel D secure whether he works hard oF not. ut do all these types of rewards motivate people? Wel, yes they do. They motivate them to get rewards. What — ‘hey don't necesaiy dos motivate them tobe a ‘committed employee and doa good job, What realy ‘motivates people's the level of satisfaction they find in job. The conditions that produce comrnitment are peer psgll ached epg igeran ie stferent from those that inspire loyalty. Committed peer partatictra reset dgateh Land el tempoyees wll have a clear sense of the goat ofthe fooweoo? Company and understand their pat in contributing i tw achieving them. Moreover, they wil believe that ‘these goals are worth working for: they wil derive E Job sateacton from what they do. So companies ‘who want a motivated staff ought 10 be spending their ime thinking about thelr goal and ‘communicating these with enthusiasm to ther tft | can a mt cmd he | So the real motivators ae things which re intrins to ‘the jos: thatthe employee fees part ofa unit that ‘working tonards something worthwhile. And trom this, 23+ long at communication between employee and ‘management is open and respectful, wll come ecognition for good work, advancement in the ‘company and personal growth. The best that companies ‘ean doit create such an enviconment and then hope ‘that within it people are able to motivate themselves, | | | | | MODULE | LEARNING STRATEGIESMODULE 2 od ake) Growing the company Parts of a company A Boyouthink his quotation tru forall businessest "Think that our fundamental beliefs that for us growth is way ofifeand we have to growatall times” ‘Mukest Ambani, Chalrman of Rllance Industries 2) Read this entry from a company website and use these words to label the diagram, subsidiary headquarters sales offices warehouses R&D division main plant Warts st ie vers oars snes ocInts® (of Paris, and new products are developed nearby at our fabs jn St Denis. Our principal Manufacturing facility is ust outside Wille and products go from there toa central distribution, Feet sesh sey esse et aret ae = sie ee oicelimeesy gente cunt) loffices in Frankfurt, Milan and Madrid) the eoseemncnie ease Ui cesseleby 3) whatis the difference between the following words and phrases? 1 asales office and a subsidiary 2 awarehouse and a plant 3. the headquarters and a division Growth strategy C 4) Find a synonym in the box for each of the underlined words, sds e eye i gopébtic sell Si setup 0 out of atceenea takeover make sedundant shutdown 1 Weacquited Everforce Lid in 2005, ‘te ove” 2 Our targets to grow the business by 15% each year, exo 3 We created a subsidiary to sell aftersales services. sch v 9 4 The company will belisted on the Stock Exchange next year, 3° 2UsuC 5 ‘They wentbankrupt astyear. oy oA of 435 6 We laid 300 employees aff in June. make sclwodlent 7 After alot of discussion we decided to close the plant. Sut down 8 Wehave oursh i ® sliveted ares in the logistics company. C 5) wnatisthe aitference between the following expressions? 1 laying people offand fring them 2 taking overa company and merging with it 3. organic growth and non-organte growth 2 i Bee(6 ‘savand oracteare the wori'sleading companies in providing software solutions for business. But their business strategles are very different. Read the text about SAP's growth strategy. Choose the best sentences from the list (4-11) betow to complete each gap (1-6). Do not .e any letter more than once, SAP competes with ‘organic growth’ How do you stay at the top of the heap in the business software game? If you're SAP, you do it through ‘organic growth’, not blockbuster “S34 acquisitions. That's the word from SAP CEO Henig Kagermann. (0) H. “The second-best strategy is acquisition,’ Kagermann said. “The best is organic growth. We are not just doing organic growth because we have no other choices. Nievs The comment was aimed squarely at rival Oracle Corp., which spent nearly $20 billion between 2004 and 2006 expanding its core database business into the SAP-dominated business applications market. (1)_4__. We are the market leader’ he said. ‘i's no surprise that a distant number-two player wants to catch up.’ SAP was set up in 1972 by five former IBM employees. (2) _E Although it has a growing number of subsidiaries, these are complements to its ‘main activities, as Shai Agassi, president of the company's Product and Technology Gropp explained, at the same time having a direct dig St Oracle. The key difference between thé two companies, he says, lies in Oracle's tendency to ‘acquire an industry solution that is at the heart’. ‘When we do an A In fact, it expects sales to companies with fewer than 25,000 employees to acquisition, it’s at the edge of the solutions. (3) Oracle is buying half body parts and trying to make a body out of it’ In fact, Agassi expects SAP to grow faster than the rest of the industry this year — 15% to 17% in sales ‘of new software licences ~ through internal innovation and small-scale acquisitions. (4)___. SAP used to concentrate on large business customers, but i increasingly pursuing sales in the midmarket, a strategy that began in 2000. (5)_ ‘The company expects to finish development of the mySAP suite within the next four years, as well as its Enterprise Services Architecture (ESA). ESA is basically a platform that will allow SAP to provide consistent business services around it, in much the same way as Microsoft has built applications around its successful operating systems. ‘Among the company's other goals is the development of hundreds of additional services for the mySAP suite, a so-called ‘ecosystem’ of supportive ‘technologies. "Business in the future is not business in an enterprise,’ Kagermann says. ‘t's business in an i ecosystem. (6)_D_. We try to invite others with great ideas to innovate on the platform, Xj Since then, ithas evolved from a small, regional enterprise into the global market leader in ERP software, employing more than 34,000 people. F Kagermann was unimpressed with Oracle's appetite for big, headline- ; grabbing acquisitions (PeopleSoft, oSbey 14 sebel Systems). ‘Thats different from buying half of a Make sure thatthe account for nearly half SAP's total phrase you choose fits software sales this year. arammatically and in meaning, both with J They recently announced they had the sentence before purchased Virsa Systems, a privately and the Serence il held supplier of regulatory after Read the whole | compliance sofware, G oS2¢ text back to yoursel © You just can't do everything yourself athe ifyou want to remain competitive. —— D Competition in the markets fierce ‘and only the big players will survive. ay \ey® heart. ‘H.He made the comments while he was, iatking with reporters last week during his company’s annual Developer Kickoff Meeting in Burlingame, CA. q@ ‘Summiarise the growth strategies of SAP and Oracle. What isthe key to SAP's longer-term strategy? MODULE 2 GROWING THE COMPANY | 17Past tenses Dd Study these extracts from the text about SAP on page 17. + Name each underlined tense (past simple, past continuous, past perfect, present perfect or used (0). + Say what you know about each tense’s use and why you thinkit is used here, 1 He made the comments while he was talking with reporters last week. 2 SAP was set up in 1972 by five former IBM employees. 3 Since then, it has evolved from a small, regional enterprise into the global market leader. 4 They recently announced they had purchased Virsa Systems. 5 SAP used to concentrate on large business customers, but is increasingly pursuing sales in the midmarket. 6 It’s a strategy that began in 2000. (2)r0u receive this internal email. Follow the Instructions in it. hed Hiderise Below isthe short company history I've written for the “About us’ entry on the English page of the new ‘website. I think it's generally OK but 'm so unconfident about my use of tenses in English that I've Just left the Verbs in the infinitive! Can you put them in the right form and send it back? Thanks and sorry for being so useless! Brigitte “This is the unusual story of Raincost Software, a company that () (come) into being accidentally because of the hobby of one man, Hans Meier. (2) fontcourpieds ser “Uorted” in 198 Hans @8Eaiactwor) a a comptes programmer fora large bankinZwich(GoVhe 1, ©) Cs _ (oe restless. Each evening he (4) hited return) home and, jst or fn, (5) (ac) into official vrebsteson his personal computer (not the bank’ of course). The day after he @ < thack) onto a particularly sensitive US government website, he (7) coca‘ uc! (receive) an email {rom them. Fearing that this woud be the end of his careers hacker and atthe bank he (8) (open) it. (9) ta (be) request from the US government asking if he (1) Carlee want) a job as a security advisor. Rather than taking a job as 9 government employee, Hans Meier (11)_Saus (Ge) the opportunity 0 (45, make a successful business out of computer security protection. Raincoat Software (12)_G.ac (be) born. vale Since then, the company (13) 5 ar-az emply) over 50 scr expert n other words people with a "© similar background o our founder we (4) haz [a [I (hel) over 300 large companies and government departments and are now 2 $100 milion a ear Eh oy qh ken. But did the US government think it (5) fect (ake) ‘risk by employing Hans Meier all those years ago? The answer they (16), fae (give) then is still the company’s motto today: ‘Better safe than sorry’. Writing about the past Write a short piece (100 words approx) about a turning point in your life, work oF studies: a moment when you decided to pursue a different route from the one you ‘had up to that point. Use the following questions to help you. 1 What were you doing before that? 2. What happened to change your life? 3. What happened next?EEENMMM 9 Mergers and acq 4) what happens when comp: table below and make notes. 1s merge or acquire other companies? Look at the Opportunities Threats Employe cow an Me peor Lowe abs Shareholders ‘ Customers : ‘Suppliers ‘ My eee G) In December 2004 Oracle, the world’s second largest business software ipplications provider, took over PeopleSoft, the third largest. Read the letter that the CEO of PeopleSoft, Dave Duffield, wrote to his employees. 1 Does he think the takeover will benefit employees or not? 2 Which ofthese adjectives best describes his feelings about the takeover? bitter [resigned / angry This is a sad day for me, and I'm sure an equally sad day for you. It is now clear that Oracle will acquire our company. Over the past few weeks, our independent directors met with individual stockholders to get their views. We were told during these conversations that they believed Oracle’s $24 wasn't adequate and did not reflect PeopleSoft's real value. It became clear to us that the vast majority of our stockholders would accept $26.50 and Oracle was willing to pay for it. You should know, and | hope you would expect, that I am deeply saddened by this outcome. We have come so far under such trying circumstances over the past eighteen months, and especially the past two and a half months. PeopleSoft had gained significant momentum in all areas of our company, including with customers, prospocts, and in the financial community. Over the next few weeks, we will be working with Oracle to ensure that you get answers to as many questions as possible that you have. I believe some of you will find interesting opportunities at Oracle, others will take your talents and work elsewhere in the area that you live, while another group may have difficulties finding rewarding job experiences. It is to this last group that I offer my sincerest apologies for not figuring out a different conclusion to our 18-month saga. [know itis lite comfort, but I am extraordinarily proud of what we have ‘accomplished over the past 17-plus years, and longer in the case of JD Edwards. ‘And I am even prouder of you for your perseverance and teamwork over the past eighteen months. I make a final request. And that is to continue our work with our heads held high. Whether it’s serving customers, building products or working on internal operations, PeopleSoft and the people at PeopleSoft have built their reputation as a company with class. Sincerely, Dave MODULE 2 GROWING THE COMPANY | 1920 ors The PeopleSoft takeover D)@ 21 steno wosccounts ofthe akeoverbya commentator and anindusey analyst, hath closet the takeover. What are he main diferences inthe working environment and the way employees were rewarded at the two companies? |, mark one ( DO 24 uisten again and answer the questions. For each question (1- {etter (A, B or C) for the correct answer. 1 What is said about how consultants are deployed in big IT consulting companies? A They are given jobs with alot of responsibility @® They are often expected to learn on the job. They only work on projects where they have proven experience. 2. What does the commentator say about salaries at PeopleSoft? 4 Atleast the company was open about its pay policy. B They were at the market rate for the job. C They were unacceptably low. 3. How did employees feel about thelr CEO, Dave Duflield? _A Thathe respected them and looked after them. B ‘That he was ready to leave the company. Thathe developed good software applications. 4, What does the commentator imply happened after the merger? A The company's reputation suffered. B People grow to respect the new CEO. ©Aotor people lost thee jobs. 5 How does the industry analyst defend the company's growth strategy? Me says size is very importantin this industry. B If Oracle hadn't taken over Peoplesoft, someone else would have. He says itwill make them the biggest company in the sector, 6 How does he explain the differences in company culture? A ‘The two CEOs had a different philosophy. “B; The two companies were involved in different types of business. C ‘There was no real difference. A press release 3 > You workin the press office of an insurance company that has recently taken over another company. Since the take-over there have been some negative reports about it. You decide to put out a press release. Include the following points. «+ Explain the business reasons for the take-over (to compete with other big insurance companies; to rationalise staffing). «+ Express your enthusiasm about the future opportunities for the merged company. + ‘Thankall the employees for their support. « Reassure people that there won't be major job cuts. tt 1 Bt @ Yinsure Co Last month Insure Co was pleased to announce the acquisition of ‘ABC Insurance. The new company brings together two leading insurance providers to form the world’s third largest insurance company ... Begin like this:@ Read this extract from an article in Busines rrategy magazine. Where do these four types of organisation belong in the text? stock brokers restaurants Organisational culture Low rk High risk Rapid feedbock and Wor-hard, playhard Tough-qy macho revord alte ose Slow feedback and Bethecompany Process ture reward ~ ote Alot of cltempis have been made to categorie the cxganization ond culture of ciferent companies, but erly {wo things com certain: |] that many éilferent cultures nd {ypes of organisation can exis within each company. and 2} the Getty ond sector ploy 4 ervcol oleh termining how work is exganised. Deol ond Kenedy ‘ecogrised this when hey proposed four ilferent types of exgonisationel culture: Work-hard,play-hord culture tends to apply to compories like software developers or (1) cluik tess which need foreact auickiy fo changing citcumstances and fo wort ol 0 igh tempo. Creativity often plays on Important por in el oil companies banks Business Strategy magazine, May ‘werk 0 they tend fo be organised in a project-based way, ‘grouping peopie in teams to solve particular tasks. Tough-guy macho culture concentrates power round key personnel, butt will alo devolve a lo of responsibilty to the Indviduel end emphasise decisions that affect the present rather than the fulue. Examples ore (2) alasods sports teams, police, the miltary. Process culture oppies to companies which have stict hierorchies ond shict job roles such as insurance companies, (3) Seale ‘and public services. Sotegy ond rection seem fo foke second place to organisation and so they ore often, maybe unfit, associated with plodding ‘and bureaucracy. Bel-the-company cullure moy oso be present in Companies with « hierorchical structure, but long-term planning end investment, involving high risk, is also @ key feature, so drection and goals ore generally clearer. Examples are citcraft manufacturers and (4) oN gasapetss (5) Deseribe an organisation you know or have worked or studied in, 1 How many people worked there? 2 What was its business / speciality? 3. Howwas it organised? [Asus 9 clear) 4 How would you deseribe the culture? Did it fall into any of the categories described above? In what ways? / MANE pean igs = Cian 0 clone) | prefer an organisation which emphasise: @® Individual responsibiity and empowerment of employees Teamwork and consensus Clear lines of reporting and creas of ‘esponsibility Quick decision-taking and action Long-term, careful planning Creativity. innovation and taking risks (© Clear and consistent procedures . ¢ ® t t An employee survey 6 Look at this survey from the same edition of Business Strategy magazine. Mark the six tems that are most importa toyou (1 isthe most important). Business Strategy magazine, May @® sobsecuity 1 Customer satisfaction J Measurable resuls K Employee welfare L_Finonciol reward for employees Noninancial rewards (raining, coreer development) (% Informal relationships between stat and management ™ 7 Discuss your answers with your partner. Taking into account his or her preferences, what job and type of company would you recommend? MODULE 2. GROWING THE COMPANY