EXAM UNITS 1 – 5

UNIT 1
VOCABULARY
Retirement: the period of your life after you have stopped working
Resign: to officially tell your employer that you are leaving your job
Join: to become a member of an organization
Apply for: to officially ask for something, e.g. a job
Pay: to give someone money for the work they do
Reward: something good that you receive cause you have done something good
Lay off: stop employing somebody
Dismiss: to offficially make someone leave their job
Educate: to teach someone at school or college
Train: to learn the skills you need to do a job
Leave: to go away from a place
Change: to stop having or doing one thing, and start having or doing another
Recruit – verb: to try to persuade someone to join an organization
Recruit –noun: someone who has recently joined an organization
Employ: to pay someone to work for you
Flexibility: the ability to change or be changed easily to suit different situations
Overtime: extra time somebody works after his/her usual working hours
Temporary job: a job existing for only a short time
Part-time job: working only for part of the day or the week
Day off: a day when somebody doesn’t have to work
Holidays: a time when somebody doesn’t have to go to work or school
Set up: to start doing something
Found: to start an organization, especially by giving money
Move: to change place or position within the workplace
Employer: a person or a company that pays people to work for them
Employee: someone who is paid to work for a person or company
Applicant: someone asking for sth officially, often by writing
Interviewer: somebody whose role is to interview people
Interviewee: someone who is being interviewed
Job seeker: unemployed person who is looking for a job
Participant: someone who does an activity with other people

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Graduate: someone who has studied for and got a degree

THE GIG ECONOMY. Vocabulary:

Freelance: someone doing particular pieces of work for different organizations, rather than working all the
time for a single organization
Gig economy: a way of working based on people having temporary jobs or doing separate pieces of work,
each paid separately, rather than working for an employer
Rewards: incentive, bonuses
Self-employed: independent worker
Workforce: group of people working in a company, industry, country
Global phenomenon: A trend that can be seen all over the world.
Costly and time-consuming: Expensive and taking a long time.
Counterparts: People who do the same job in a different place (or under different conditions).
The competition is too fierce: There are too many people wanting to have the same job
Your next gig: Your next piece of freelance work.
By disposition: In your nature or character

At will: as, or when, one chooses

Dry up: If a supply of something dries up, it ends
Flipside: reverse, other side
Fund: to provide the money for an event, activity, or organization
Shortage: a situation in which there is not enough of something that is needed
Crew: a group of people who work together, especially all those who work on and operate a ship, aircraft,
etc.
PR disaster: a significant business disruption that stimulates extensive media coverage
Subside: becoming less strong or extreme
To be grounded on: when a ship hits solid ground
Tug: a pull

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GRAMMAR AND ACTIVITIES
1. Make nouns from the following verbs
a. Employ: employment
b. Apply: application, applicant
c. Retire: retirement, retiree
d. Resign: resignation
e. Train: trainer, trainee
f. Recuit: requitement
g. Compete: competition, competitive
h. Choose: choice
i. Pay: payment, pay
j. Reward: reward

THE GIG ECONOMY

1. What are the advantages for companies of using self-employed people?
Flexibility: saves time and money if they can bring in skilled (already trained) people only when they need
them.
2. How has the digital age changed the world of work, according to the article?
Created new jobs in IT and the Internet industry and made it possible to choose where and when you work.
3. Why do some young people feel they have to do freelance work?
Because there are not enough permanent jobs available.

GEROUND AND INFINITIVE PRACTICE

1. I’m not used to driving on the left.
2. She is good at managing people.
3. I plan to leave at the end of the year.
4. Did you manage to contact Jane?
5. She’s reluctant to increase the prices.
6. Did you have any difficulty downloading the software?
7. Does the job involve speaking French?
8. When do you expect to arrive approximately?
9. What do you think about going to the cinema?
10. It’s not worth flying business class.

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 • gerund (-ing) + to + infinitive (to do)
• be good at plan /intend / aim
• be worth fail
• have trouble / difficulty be reluctant
• succeed in hope / expect
• think about / consider manage
• enjoy decide
• avoid have
• involve be willing /prepared
• be used to
• accustomed to

Which of the following pairs of phrases is the odd one out grammatically? Why?
Be good at – be bad at
Be willing – be reluctant
Succeed in – fail: All the other pairs take the same form after them. In this case succeed in takes the gerund
and fail takes the infinitive.
Enjoy – dislike

INDIRECT QUESTIONS PRACTICE

1. Do you know how far the station is?
2. You are quite inexperienced, aren’t you?
3. How much sales experience do you have?
4. You have done this kind of work before, haven’t you? Or You haven’t done this kind of work before, have
you?
5. Would you like a coffee?
6. You don’t live in London, do you?
7. Why did you leave your last job?
8. Can you tell me why you find this job attractive?

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Convert the following questions into tag questions
1. Are you married? : You’re married, aren’t you?
2. Can’t you start tomorrow? : You can’t start tomorrow, can you?
3. Have you only worked for smaller companies? : You’ve only worked for smaller companies, haven’t you?
4. Did you manage to find our office easily? : You managed to find our offices easily, didn’t you? This is your
first real job, isn’t it?
5. Is this your first job? : This is your first real job, isn’t it?
6. Would you be able to work part-time? : 6 You’d be able to work part-time, wouldn’t you?

CV
Mistakes to avoid
There is little time to waste as employers receive hundreds of speculative applications a day. Many of these
also fail basic tests and some have not been adapted to suit the company. These CVs are also rejected
quickly.
Avoid lack of key words, highlight key words, don’t use common templates, avoid the filature to explain
what you are doing currently and how it release to your career goals, say what has bought the candidate to
this point of applying, good spelling and grammar.

Which elements should definitely be included in a CV?

Name, address, telephone number, email address, nationality, education (primary, secondary, higher
education), employment history (company, job title, responsibilities, driving license, etc.), languages,
references.

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UNIT 2
VOCABULARY
Overreach: to fail by trying to achieve, spend, or do more than you can manage.
Oversee: to watch or organize a job or an activity to make certain that it is being done correctly.
Stagnate: to stay the same and not grow or develop
To harvest: to collect large quantities of information, especially automatically.
To partner: to join with an other person or organization in a business activity.
Come up: to suggest or think of an idea or plan.
Flat: When profits or sales do not grow or increase
Target: a level or situation that ones attends to achieve
Trade our way out of something: get out of trouble.
Twitchy: nervous and worried by showing sudden movements which do not appear smooth or relaxed.

Comparison
Sales office is part of the company’s main sales department, but located in another town or country.
Subsidiary operates as an independent company even though it is mainly or wholly owned by the parent
company.

Warehouse is a building where goods or raw materials are stored and from which they are distributed.
Plant is a place of production (either manufacturing, assembly or packing).

Headquarters are the main offices of the company where the top management and general administration
work.
Division is a branch of a company responsible for one particular business activity (eg a motor manufacturer
might have an automobile division and a truck division).

Taking over refers to buying or acquiring a company so that you control it

Merging refers to two companies becoming one company and sharing control over it

Organic growth refers to growing by increasing your sales and market share (this could include diversifying
too)
Non-organic growth refers to growing by buying or acquiring other companies

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Synonyms
Acquire – Takeover
Grow – Expand
Create – Set up
To be listed on the Stock Exchange – Go public
Go bankrupt – Go out of business
Restructured – Reorganise
Laid – Made
Close – Shut down
Divesteved – Sold off
Diversifying – Branching out

GRAMMAR
PAST TENSES
1. past continuous – used to describe a background event to a more important event, eg I was working at
my desk when my boss came in to the room.
2 past simple (passive) – used to describe events in the past: either single events or events in sequence, eg
There was a knock at the door. I called ‘come in’ but no one replied.
3 present perfect – used to describe either very recent past actions with a strong impact on the present or
things which started in the past and are continuing now.
4 past perfect – used to refer to a time earlier in the past than the main sequence of events or, as in the
example here, in reported speech.
5 used to (+ infinitive) – describes habits or routines that are no longer true now.
6 past simple – used to describe events at a fixed time in the past.

ACTIVITIES
MERGERS AND ACQUISITIONS
What happens when companies merge or acquiere other companies?
The most commonly cited reason for merging by business people is ‘synergies’: in other words, that the
effect of combining two companies is greater than the two can achieve separately. This often means
reducing the central functions, eg one purchasing director instead of two. It can also mean finding
complementary activities, eg one company is efficient in manufacturing, the other has good distribution
networks.

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Opportunities for various stakeholders include:
Employees: Companies can save money by reducing jobs; some employees may benefit from promotions or
new job opportunities due to restructuring.
Shareholders: Usually the share price rises when companies grow in this way, at least in the short term.
Customers: They may enjoy a bigger and better range of products and services.
Suppliers: They might have more business as new opportunities might arise in other parts of the new
company.
Threats for various stakeholders include:
Employees: Some will lose their jobs.
Shareholders: Any increase in share price may not last if the new company does not do as well as expected.
Customers: Customer service may be badly affected as new systems are introduced.
Suppliers: The new company will want to negotiate new contracts which may not be so favourable.

EXTRA EXERCICES TO DO
1. Write the word that fits the definition.
1. A company which pays a fee to use another company’s name and sell its services: ___________________
2. A building where finished goods or raw materials are stored: ______________________
3. A company which is more than 50% owned by another (holding or parent) company): _________________
4. A building where manufacturing, assembling or packing activity takes place: ______________
5. The offices where the top management and administration are based: _________________
6. A large part of a company that has responsibility for one area or activity: __________________

2. Word formation
VERB NOUN
Expand ___________
Develop ___________
Merge ___________
Acquire ___________
Grow ___________
Innovate ___________
__________ Solution
__________ Classification
__________ Evolution
__________ Tendency

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3. Reading. Complete the extra from a newspaper article by choosing the best answer (A-G) for each gap
(1-6).
The extraordinary fact about many successful businesses in the UK is that in the last 20 years they have not
made their money from what they produce or sell. (1) Take the example of St Coates College. (2)
____________ It targeted the children of rich Europeans who wanted to send their children to the UK to
study for their pre-university qualification. (3) _________________ Business was good, however, and in the
mid 70s the college neighbourhood to use as accommodation. (4). Over the next 15 years their value
tripped. (5) ____________ The profits of the business itself, after servicing the property loans, were, by
comparison, only moderate. St Coates is not the only business to have made its money in this way. (6)
_________But what has been lost along the way? (7) __________ Now, meeting the demand for products
and services is no longer of the same interest – all a person needs to do is buy a property and sit on it for ten
years.

A) Rather they have profited from huge rises in the value of property
B) By the early 1990s it had purchased more than 20 such properties.
C) It was founded in the1960s as a college for the International Baccalaureate Exam
D) Twenty years ago, before the property boom, people were making things and providing services.
E) The same model has been applied in many sectors and places all over the country
F) During its early years it used to rent accommodation to house these students
G) So the assets of the college increased enormously

4. Word formation
1. I feel __________ in my job (SECURITY)
2. I am very _________________ in the development of new products (INVOLVEMENT)
3. Customers are generally very ____________ with the service they get (SATISFACTION)
4. We have a very ____________ structure, with about 15 levels from top to bottom (HIERARCHY)
5. It’s a very ______________ company which empowers individuals (INNOVATION)
6. I am consulted both on everyday matters and also on more _________ decisions. (STRATEGY)
7. At Google the emphasis is on _______________ (INFORMAL)
8. Like most Banks, our culture is influenced by the amount of _____________ (BUREAUCRATIC)
9. The most important thing for employees is to have ___________; no constant change (CONSISTENT)
10. In advertising, the main thing is to bring out employees’natural _____________ (CREATIVE)
11. _____________ can be financial or simply a few words of praise (RECOGNISED)

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6. PRESENTING FACTS. Match each phrase above with the one closest in meaning on below
1. Let’s get strated
2. It’s worth noting
3. The main points
4. Stop me ay any time
5. Can everyone hear alright?
6. I digress
7. In conclusion
8. I’ll finish there
9. I’ll try to be brief
A Feel free to interrupt
B That brings me to the end
C To sum up
D Shall we begin?
E I should mention
F Getting back to the subject
G I won’t take up much of your time
H Would you like me to speak up?
I the key issues

UNIT 3
VOCABULARY
Hang up: to end a phone conversation
To put someone on hold: wait
Get through: to succeed in talking to someone on the phone
Bear with me: be patient
Coach: someone whose job is to teach people to improve at a sport, skill, or school subject
Rely on: trust
Sidelines: an activity that you do as well as your main job

Business communication
1. An email: send, draft
2. A phone call: make, receive
3. A press release: issue, put out
4. An advertising compaign: launch, run

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5. A meeting campaign: launch, run
6. A meeting or seminar: hold, attend
7. A report: produce, publush
8. A notice: put up, display
9. A memo to all concerned: send out, circulate
10. Information on the internet: post, put

Verb patterns
Persuade someone to do: urge, convince
Promise to do: threaten, undertake
Admit doing: deny
Criticise someone for doing: praise, blame
Suggest doing/that someone should do: propose, recommend

GRAMMAR
EMAIL EXCHANGE
The formal email addresses the reader using ‘Mr’ and closes with ‘Yours sincerely’, while the other uses only
the first name and the less formal ‘Kind regards’. The informal email uses contractions: we’re and I’ll. It also
uses less formal linking expressions: so instead of therefore, but rather than however. The vocabulary is also
different, eg thanks / thank you, at the moment / currently, for now / in the meantime. An informal email will
contain more phrasal verbs: I’ll hang onto your details rather than I will keep your details on file. Overall, the
informal version is a little shorter than the formal version.

Formal – informal
Match each formal linking word on the left with its neutral equivalent.
1 however – but
2 nevertheless – still
3 consequently – so
4 owing to – because of
5 moreover – what’s more
6 following – after
7 since – because
8 besides – anyway

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Answer to an email
Possible answer:
Dear Mr Harris
Further to our telephone conversation earlier, please find attached a draft contract. Please read it carefully
and if you are in agreement with the terms, I would be grateful if you could sign it and return it to me.
Strictly speaking, the deadline for the special offer we discussed is tomorrow. However, we would be happy
to keep it open for you until the end of the week. Please do not hesitate to contact me if you have any
queries.
Yours sincerely
Laura Cox

EXTRA EXERCICES TO DO
1. Complete this job advertisement for an assistant press officer by writing the correct verb in each gap (1-
10)
Assistant press officer wanted
We are seeking a motivated, independent press relations officer to assist our busy team. Candidates should
have at least ten years’ experience in the field, preferably with a multinational corporation. The job will
involve (1) ______ and (2) ______ calls from members of the press; (3) _______ press releases; (4) ______
public meetings with the Chairman and, where necessary, (5) ________ the minutes; coaching the Chairman
before he (6) ______ presentations or speeches; helping to (7) ______the company’s anual report; (8)
______ news about the company’s activities on our website; liasing with the marketing department about
the (9) _______ of advertising campaigns; keeping department heads informed of new developments by (10)
_____ memos to all concerned.

2. A call centre operator is trying to deal sensitevely with a customer complaint. Put in the correct auxiliary
verb to complete each statement.
do - ‘ll - would - can - may – do - ‘ll - would
1. I ___ see what I can do.
2. I _______ apologise for the delay.
3. If you ______ be kind enough to give me your mobile number, I’ll call you back in a few minutes.
4. I _________ understand your worries.
5. _________ 9am be a convenient time?
6. I ________ get back to you as soon as I can
7. __________ I be of any more assistance?
8. You _______ call me on this number whenever you like.

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3. Match ecah verb above with the one closest in meaning below
1. Thank
2. Promise
3. Urge
4. Suggest
5. Persuade
6. Dissuade
7. Ask
8. Criticise
A invite
B convince
C be grateful
D blame
E discourage
F encourage
G undertake
H propose

4. Each pair of verbs in exercise 3 is followed by the same grammatical form. Write the form that follows
each. The first example is given to you.
(1) thank and be greatful (to someone) for something or for doing something
(2) ___________________________
(3) ___________________________
(4) ___________________________
(5) ___________________________
(6) ___________________________
(7) ___________________________
(8) ___________________________

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5. Convert the following formal email into an informal one by changing the underlined words.
Dear Didier
(0) Thank you Thanks for offering to (1) assist me with the Blane report. The chairman specifically (2)
proposed that I should compile it and, (3) therefore, I (4) do not feel I (5) am able to accept your kind offer.
(6) However, (7) I would be very grateful if you could send me any relevant information that might help me
with it. (8) Do not hesitate to call me if you (9) wish to discuss it (10) further.
Kind regards
Jean

6. Convert the following informal email into a formal one by changing teh underlined words. Use the
words in teh box to help you (in most cases you will need to use other words too)
Contact do not soon prefer sincerely grateful will currently meantime apologise my apologies
send thank

Dear Ms Doyle
(0) Thanks Thank you for your email. (1) I’m sorry for the delay in sending you the T-shirt that you ordered.
(2) At the moment, we (3) don’t have the medium size you asked for in stock. We hope to have delivery of
these on Friday. (4) The moment they arrive, (5) I’ll (6) get one out to you by first class post. Or, if (7) it’s
better for you, I can send you either a small or large T-shirt of the same design immediately. If this is the
case, (8) please (9) get in touch and let me know. (10) For now, I will try to get the medium size in as soon as
possible.
(11) Sorry once again
(12) Best wishes
Gareth Evans

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UNIT 4
VOCABULARY
Constraint: something that controls what you do by keeping you within particular limits.
Hard-sell: a method of selling in which the person selling tries very hard to persuade the customer to buy
something.
Tangible: real and not imaginary; able to be shown, touched, or experienced.
Pushy: behaving in an unpleasant way by trying too much to get something or to make someone do
something.
Forecast: to say what you expect to happen in the future.
Quarter: one of four periods of time into which a year is divided for financial calculations, such as for profits
or taxes.
Graph: a picture that shows how two sets of information or variables (= amounts that can change) are
related, usually by lines or curves.
Disruption: the action of preventing something, especially a system, process, or event, from continuing as
usual or as expected.

Synonyms
Increase - put up
Increased - gone up, soared
Gone down – decreased, dropped, collapsed
Cut - decrease, lower (drop also possible)

GRAMMAR
TENSES AND TIME PHRASES
1. present perfect (could be continuous or simple); 2. past simple; 3. present continuous; 4. future perfect; 5.
present simple or continuous; 6. present perfect (could be continuous or simple); 7. will (future simple or
continuous); 8. past simple; 9. will (future simple or continuous)

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EXTRA EXERCICES TO DO
1. Match each word on the left with a word on the right to make sales and marketing collocations
1. Prospective A maker
2. Emotional B advantage
3. Buying C customer
4. Unique D service
5. Payment E technique
6. Sales F terms
7. Competitive G signal
8. Price H benefits
9. Decision I values
10. Added J selling point
11. After-sales K competition

2. Read the descriptions of each sales promotion medioum and write down its name
1. Putting a message on company vans or an advertisement on a bus or taxi:
2. By far the cheapest and mos effective form of advertising:
3. Typically used for sporting events to raise awareness of the company’s brand:
4. Used by companies to sell a particular product at a retail outlet, e.g. a supermaket:
5. Large advertisements placed by the side of teh road to attract the attention of motorists:
6. Cheap for of promotion, but not that effective as most people throw it away:
7. Increasingly popular form of Internet advertising that relies on people passing the advertisement to
friends and colleagues:

3. Choose the best word (A-D) for each space to complete this article about ‘Myths in selling’
1. ‘Buyers are liars’
I’m constantly amazed how many salespeople use this expression. Do people (0) ____ salespeople?
Absolutely. But this usually occurs when the sales person has failed to earn that person’s trust. Gaining
someone’s trust means not (1) ____ them into making a (2) _____ decision. It means focusing your attention
on their situation rather than trying to (3) ____ the sale. Earning trust means treating people with respect
and dignity even if they are not prepared to make a decision right now.
0. A lie B mislead C falsify D fraud
1. A attracting B making C pushing D urging
2. A buying B buyer C bought D buy
3. A finish B end C close D do

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2. ‘Anyone can be persuaded to buy’
I once heard someone say, ‘If you have a strong case you will clarify it. If you have a weak case, you will try
and (4) _____ the other person’. The real key is to determine whether or not the person or company you are
speaking to has a genuine (5) _____ for your product or service. If they do not, then your best (6) ____ is to
move on to someone who does need and want your particular solution.
4. A dissuade B persuade C appeal D win
5. A interest B request C need D want
6. A way B strategy C advantage D terms

4. Put the crrect preposition in each gap (1-10) to complete the presentation. In some cases more than one
answer may be possible.
The graph shows the levels of the country’s imports and exports (0) over/ during the period 2006 to 2016. If
we look (1) _____ imports first, we can see that they increased quite dramatically over the period (2) ___
question (3) ____ $24 billion to $53 billion. (4) ____ contrast, exports fell, though not (5) ____ the same
extent. From a level of $60 billion in 2006, exports fell to $31 billion in 2016, a fall (6) ____ 50%. This was not
at all in line (7) ____ the forecasts for the economy: the trade surplus of the mid-2000s had been converted
(8) ____ a trade deficit (9) ______ the end of 2015. (10) ____ the same time, the country had failed to grow
their export market.

1. Our chances of finding a solution are decreasing everyday

2. He rose everyone’s hopes of getting a bonus and then announced there would be none
3. The share price dropped quite dramatically when the government cancelled the contract
4. The quality of TV programmes has reduced a lot since I was a boy
5. The bank will probably raise interest rates again this month
6. The size of the engine has been reduced, but it stills produces the same amount of power
7. How can we raise productivity when the staff feel so insecure?
8. When we have a bigger volumen of sales, we can think about declining the price

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UNIT 5
VOCABULARY
mortgage: to borrow money to buy a house
charge for: the amount of money that you have to pay for something, especially for an activity or service
creditor: someone who money is owed to
debtor: someone who owes money
expenditure: the total amount of money that an organization or person spends
liabilities: debts
make a down-payment on smthng: a payment of part of the total cost of something that you make when
you buy it. The rest of the cost is usually paid over a period of time
negative equity: a situation in which a house, etc. has become less valuable than the amount that is owed to
the bank that lent the money to buy it
turnover: the amount of money that a company gets from sales during a particular period

“Money often costs too much”: It literally says that it is expensive to borrow money or pursuing only money
makes you neglect the more important things in life.

Flow charts
Earn money = Be paid for your work = Spend money
Borrow money = Owe money = Pay back money
Lend money = Change interest = Make a profit
Order gods = Be invoiced for the gods = Pay for the gods
Bet money in shares = Earn interest = Buy more shares
Go to the bank = Withdraw some money = Spend some money
Put your car up for sale = Receive an offer = Do a deal
Find a car you want to buy = Negotiate a discount = Save money
Do business = Make a profit = Reinvest the profit
Be short of money = Take out a loan = Repay the loan

Synonyms
Win (in a game) & earn (from your work)
Lend and borrow (like give and take)
Spend (spend money on necessary things), waste (spend mone on unnecessary things)
Cost (when sth is for sale), worth (about an item’s value)

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Pairs
Variable costs – Fixed costs
Income – Assets
Assets – Liabilities
Gross – Net
Current – Current
Profit – Loss
Dividends – Retained profits
Creditor – Debtor
Profitable – Unprofitable
Accounts payable – Accounts receivable

Meanings
Your first port of call: First place you should go
A snapshot: A photograph
Over a given period: In a particular length of time
The bottom line: The profit
Do some suits: Make some basic calculations

Type of cost
Material cost: sugar
Administrative cost: telephone
Distribution costs: vehicle insurance
Overheads: heating
Labour costs: production workers
Development costs: Lab equipment
Advertising expenditure: free samples
Finance costs: bank charges

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GRAMMAR
EXPRESSIONS OF COMPARISON
much more/far more comfortable than
is by far the biggest
not nearly as expensive as
exactly the same arguments as
a completely different language to
is very similar to;
much/far less time than;
overtwice as much as

EXTRA EXERCICES TO DO
1. Choose the best word to complete each sentence
1. So far, the business hasn’t lent/borrowed any money from the bank-it’s been self-financing
2. We’ve lost/wasted a lot of money on consultants whose advice hasn’t really benefited the business.
3. The company made/won most of its profits from the sales of property.
4. I invest on the stock market as a hobby, but I never really earn/make any money.
5. I advise you to get a loan from a commercial bank-they charge /withdraw less interest
6. We have earned/saved a lot of money by outsourcing our IT services.
7. My house costs/is worth twice what I paid for it ten years ago.
8. They spent/paid over £1 million developing the new system
9. I’m not responding to any more orders until they pay us back what they owe/borrowed us.
10. How long will it take you to pay out/off the loan?

2. Complete the table to show the correct use of the verbs in the box
spend, owe, invoice, lend save, bet, waste, pay, charge
Someone money for something:
Pay:
Money on something:

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3. The following sentences are all missing one small word. Write it in
1. It’s a lot bigger ____ I expected
2. It’s ____ more than I wanted to pay
3. This is ____ far the best examples I’ve seen
4. I’m not ____ young ____ I used to be
5. Can you speak a little ___ slowly, please?
6. Can you speak a little ___ quickly?

4. Complete the brief descriptions of the main three types of financial statement by putting one financial
term in each gap (1-16). The first letter has been given to you.
The balance sheet shows the company’s assets on one side and its (1) l _____ plus the shareholders’ (2) e
______ on the other. The two totals are always equal to each other. The income statement or (profit and (3)
l ____ account) shows the (4) t ____ (and other income) of the company less all its operating. (5) c _____ (or
expenses). The result is the (6) g _____ profit. Whe tax and interest have been deducted you have the (7) n
____ profit., which is the (8) b _____ line.
The cashflow statement shows the money available to the company at a given time to pay its (9) c _____ and
to finance new (10) i ______.

5. Below is an article giving advice to small business owners. Choose one sentence (A-H) to go in each gap
(1-6)
Eight winning tips to make your financial plan profitable
Create a financial plan: estimate how much your revenue you expect to bring in each month, and project
what your expenses will be. If you need it, get help from business planning books, software, (0) F
Review the plan monthly: Even if time is taken to prepare a financial plan with profit and loss projections, it
often sits in a desk drawer. (1) ___; you have to review it regularly.
Lost profits can’t be recovered: When comparing your projections to reality and finding earnings too low oe
expenses too high, the conclusion often is, ‘I’ll make it up later’. The problem is that you really can’t make it
up later. (2) ___
Make judgements right away; If revenues are lower than expected, increase efforts in sales and marketing or
look for ways to increase your rates. If overhead costs are too high, find ways to cut back. There are other
business like yours around (3) ____
Think before you spend: When considering any new business expense, including marketing and sales
activities, evaluate tehincreased earnings you expect to bring in against its cost before you proceed to make
a purchase
Don’t be afraid to hire: Retailers and restaurateurs wouldn’t consider operating without employees, but
many service business limit themselves by being understaffed. (4) _____ You can better use your talents for
generating revenue than for running errands and filing.
Pay yoursel a salary: If you are incorporated, you may already be doing this. (5) _______. Each month that
your business meets its profitability goal, pay yourself the full amount. When you miss your target, dock your
‘pay’ and when you exceed it, pay yourself a ‘bonus’

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It’s about profit, not revenue: It doesn’t matter how many thousands of dollars you are bringing in each
month if your expenses are almost as high, or higher. (6) _____. Don’t be one of them.
A Almost any business can benefit from hired or contracted help
B Every month profits are too low is a month that is gone forever
C When you get you anual tax bill, it may be too late
D If not, allocate an amount to owner’s compensation on a monthly basis
E It’s not enough to have a plan
F or ask an accountant
G What is their secret for operating profitably?
H Many high-revenue businesses have gone under for this very season

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UNIT 6
VOCABULARY
beware: used to warn someone to be very careful about something or someone
damaged in transit: damaged during the movement of goods from one place to another
dispatch: to send something, especially goods or a message, somewhere for a particular purpose
mint condition: in excellent condition, as if new
renegotiate terms: to discuss an agreement again in order to change it
re-tender for a contract: make again a formal offer to do it for a stated price
shortage of stock: a situation in which there is not enough of something (products) in stock
swift delivery:
1. happening or moving quickly or within a short time, especially in a smooth and easy way.
2. Society for Worldwide Interbank Financial Telecommunications: an electronic system used by banks and
financial organizations around the world for sending payments to each other

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GRAMMAR
ADVERBS
1. Don’t separate a verb from its direct object (ex: He left the party early).

2. Adverbs generally go after the main verb (She drove carefully).

3. Adverbs of frequency (often, always…) and qualifiers (really, absolutely…) go before the main verb (They
always bring a gift of some kind; I really like him).

4. With be, adverbs of frequency go after the verb (He is always in meeting when I call).

5. Phrases expressing time (in the morning, three days ago, last year…) can go at the beginning or the end
of a sentence (Last year, I didn’t have a summer holiday; I didn’t have a summer holiday last year).

6. We usually put place before time (I’ve lived in Oxford for ten years).

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