People’s Democratic Republic of Algeria

Ministry of Higher Education and Scientific

Research

Higher School of Management Sciences Annaba

A Course of Business English for 1st year Preparatory Class

Students
Elaborated by: Dr GUERID Fethi

The author has taught this module for 4 years from the academic year 2014/2015
to 2018/2019

Academic Year
2020/2021

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 Table of Contents
Table of Contents...………………………………………………………….….I
Acknowelegments……………………………………………………………....II
Aim of the Course……………………………………………………………..III
Lesson 1: English Tenses………………………………………………………..5
Lesson 2: Organizations………………………………………………………..13
Lesson 3: Production…………………………………………………………...18
Lesson 4: Distribution channels: Wholesale and Retail………………………..22
Lesson 5: Marketing …………………………………………………………...25
Lesson 6: Advertising …………………………………………………………28
Lesson 7: Conditional Sentences………………………………………………32
Lesson 8: Accounting1…………………………………………………………35
Lesson 9: Money and Work……………………………………………………39
Lesson 10: Types of Business Ownership……………………………………..43

Lesson 11: Passive voice……………………………………………………….46

Lesson 12: Management……………………………………………………….50
SUPPORTS:
1- Grammatical support: List of Irregular Verbs of English………..54
2- List of Currencies of the World………………………………….66
3- Business English Terminology in English and French………….75
References and Further Reading…………………………………………….89

I
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 Acknowledgments

I am grateful to my teaching colleagues who preceded me in teaching this

business English module at our school. This contribution is an addition to their
efforts. I am thankful to Mrs Benghomrani Naziha, who has contributed before
in designing English programmes to different levels, years and classes at
Annaba Higher School of Management Sciences.
I am also grateful to the administrative staff for their support.

II

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 Aim of the Course

The course aims is to equip 1st year students with the needed skills in business
English to help them succeed in their study of economics and business and master
English to be used at work when they finish the study.
English language is the first language in the world. It is the language of science,
technology, business and internet. There is a global awareness of the importance of
learning and mastering this language.
Annaba Higher School of Management Sciences is well aware of the importance of
English for enhancing its students‟ level because various resources of economics and
management are written in English.
As for the details of this course, there is a mixture of general English (grammar)
and specific English (business English). Grammar is included in order to revise what
the students lacked at grammar school. Business English is included in order to
prepare students to get familiar with business terminology and to understand business
and economics concepts.

III

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Lesson 1 English Tenses

I. Present simple:
Form:

 Affirmative: I/you/we/they + stem (e.g.: I work) / She/he/it + stem + s

(e.g.: she works hard) (I: subject/personal pronoun – work: intransitive verb – hard:
modifier/adverb)

 Negative: I/you/we/they + do not + stem (eg: I do not work) / She/he/it + does

not + stem (eg: she does not work)

 Interrogative: Do I/we/you/they + stem? (Do they work?) / Does she/he/it +

stem? (Does she work?)
Sentence structure:

SV / SVM (intransitive verbs): the modifier is optional and can express manner, time,
and place; to find it we ask the question how? when? where? with an intransitive verb.

Uses: we use the present simple to:

1. Give factual information about permanent activities (facts): Valentino makes

luxury chocolates.
2. Express scientific truth: water freezes at 0°C.
3. Describe a state that does not change: He looks like his father. The company
consists of 5 departments.
4. Talk about routine activities, repeated actions or habits. This use of the Pr.S is
associated with adverbs of frequency such as: always, every day, every year,
usually, often, sometimes...: We usually have our meeting on Mondays. / I often
travel abroad on business.(adverbs are always placed between the S and V in
simple tenses)
5. Talk about fixed timetables and schedules: The exams start in February / The
train leaves at 5.

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 6. Verbs that describe states, not actions are used only in simple tenses such as: to
belong, to want, to know, to believe, to live, to understand...: I like working in
groups.

II. Present continuous:

Form:

 Affirmative: I + am + stem + ing (eg: I am negotiating the price) (negotiate:

transitive verb – the price: object) You/we/they + are + stem + ing /
She/he/it + is + stem + ing (he is offering his mother a present)

 Negative:I/you/we/they + am/are not +stem+ing / She/he/it + is not + stem +

ing (eg: she is not writing the lesson)

 Interrogative: Am/Are+ I/we/you/they + stem+ing? (Are they playing

football?) / Is she/he/it + stem+ing?

Sentence structure:

SVO / SV Ind.O Dir.O (transitive verbs): to find the direct object we ask the question
what? with a transitive verb. To find the indirect object we ask the question to/for
whom? with a transitive verb.

Uses: we use the present continuous to:

1. Describe activities in progress at the moment of speaking, and with time

expressions such as: now, today, at the moment, at present, still: She is talking
to him on the phone right now. We are still working for this company.
2. Refer to future personal arrangements: He is starting a new job next week.

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 3. Talk about a temporary situation: The delegation is staying at the Hilton until
Friday.
4. Talk about changes happening around the world now: The world‟s supplies of
Oil are running out.

III. Past simple:

Form:

 Affirmative: I/you/we/they/she/he/it + stem + ed for regular verbs / a new

form for irregular verbs (eg: She was a dancer) (to be: a state verb – a dancer:
complement)

 Negative: I/you/we/they /she/he/it + did not + stem (eg: I did not look tired)

 Interrogative: Did I/we/you/they/she/he/it + stem? (Did they work?)

Sentence structure:

SVC (state verbs: there is no action): to find the complement we ask the question
what? or how? with a state verb.

Uses: we use the past simple to:

1. Refer to a finished action or state in the past with time markers such as: last
week, yesterday, ago, in 1999: They attended a meeting last Monday.
2. Talk about historical events: Graham Ball invented the telephone.
3. Narrate: I owned five shops in Madrid, but sales did not go well. So, I moved to
Paris.
4. Polite requests: I wondered if you can give me some help in designing the next
advertising campaign.

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IV. Past continuous:

Form:

 Affirmative: I/she/he/it + was +stem + ing (eg: I was listening to the speech
of the president) You/we/they + were + stem + ing

 Negative: you/we/they + were not +stem+ing / I/she/he/it + was not + stem +

ing (eg: we were not working)

 Interrogative: Were+we/you/they + stem+ing? (Were they playing football?) /

Was I/she/he/it + stem+ing?
Uses: we use the past continuous to:

1. Talk about a past action focusing on its duration or progressive nature: He was
attending a business presentation yesterday morning.
2. Express a continuous action interrupted by another past action (one long action
cut by a short action): I was talking to our supplier on the phone when I heard
an explosion.
3. Talk about two simultaneous past actions (happening at the same time): Last
week, I was travelling for business while my assistant was running the
company.

V. Past Perfect:

Form:

 Affirmative: I/you/we/they/she/he/it + had + PP (eg: I had decided to transfer

my office to New York)
 Negative: I/you/we/they/she/he/it + had not + PP (eg: She had not prepared her
lessons before coming to class)

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  Interrogative: Had I/we/you/they/ she/he/it +PP? (eg: Had they worked?)
Uses: we use the past perfect to:

1. Express an action completed in the past prior or before a point of time in the
past or another past action:
- They had resigned before the New Year‟s Eve.
- When we arrived, the secretary had already left the office.

VI. Present perfect:

Form:

 Affirmative: I/you/we/they+ have + PP / she/he/it + has + PP (eg: she has

done a bank transfer)
 Negative: I/you/we/they+ have not+ PP / she/he/it + has not + PP (eg:
They have not yet resigned)
 Interrogative: Have I/we/you/they +PP? / Has she/he/it + PP (eg: Has he
won a prize this year?)
Uses: we use the present perfect to:

1. Talk about life experiences: He has worked in a number of different firms.

2. Talk about actions whose time is not given or indefinite: They have developed a
new brand of toothpaste.
3. Talk about actions that started in the past but continue up to the present: Calvin
Klein has been one of the leadind fashion designers since the mid 1970s.
4. Talk about very recently completed actions, with adverbs such as: recently,
already, just, yet, lately, and with other time markers like: since, for, ever,
never, up till now...: I have just learnt how to write a professional résumé. I
have not seen my friend for ages.

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VII.Future simple:

Form:

 Affirmative : I/you/we/they/she/he/it + will/shall + stem (eg: I will travel next

week)
 Negative: I/you/we/they/she/he/it + will/shall not + stem (eg: She will not
engage in a new business)

 Interrogative: Will/shall I/we/you/they/ she/he/it +stem? (eg: Will they buy this
product?)
Uses: we use the Future simple:

 Predict or think something will happen in the future: The company will
continue to lose market share unless it solves its problems.

Practice
Exercise 1:
Put the verbs between brackets in the right tense.
1. Nurses (to look) after patients in hospitals.
2. I (to live) with my friends until I find a place of my own.
3. The police (to arrest) me on my way home last night.
4. Paul phoned when we (to have) dinner.
5. I (never/to be) to China.
6. When we arrived to the meeting, they (already/to start)
7. The Chief Executive Officer (to appoint) a new manager.
8. Last year, we (to spend) a lot on advertising and so we (to attract) lots of
new customers.

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9. She (to work) in the marketing department for 5 years.
10. They (to make) the presentation two days ago.
11. Our company (just/to introduce) the new car to the market.
12. I (always/to check) my e-mail first thing in the morning.
13. We (to open) a new subsidiary next week.
14. We (to rent) offices until our new headquarters are ready.
15. The company (to want) to achieve higher sales results this year.
16. He (to be) the president of this multinational since 1985.
17. I (to go) to he USA on business twice.
18. In 2007, my father (to retire).
19. The flight (to leave) at 8 tomorrow.
20. A pharmacist called John Pemberton (to invent) Coca-Cola.
21. The weather forecast says that tomorrow (to be) warm and sunny.
22. Jack (to work) on the report at present.

Exercise 2:

Turn the following sentences into the negative form.

1. We graduated in 2008.
2. I was hoping to find a job in my hometown.
3. This country has accepted qualified workers from Europe.
4. I am meeting Peter tomorrow morning.
5. Unilever makes a wide variety of consumer goods.
6. Many consumers prefer well-known brands.
7. We will develop a completely new image for the brand.

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Exercise 3:

Turn the following sentences into the interrogative form.(form yes or no

questions)

1. You usually pick up groceries on your way home.

2. He is working with those designers.
3. They will buy a new car.
4. The chairman has recently resigned.
5. She went to Berlin last week.

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Lesson 2 Organizations

A. Business and businesses

Business is the activity of producing, buying and selling goods and services. A
business, a company, a firm or more formally a concern, sells goods or services. A
company may be called an enterprise, especially to emphasize its risk-taking nature.

Businesses vary in size, from the self-employed person working alone, through the
small or medium enterprise (SME) to the large multinational with activities in several
countries. Large multinationals have different branches in a lot of countries. These
branches or these small companies which belong to the parent company are called
subsidiaries.

A large company, especially in the US, is a corporation. The adjective, corporate, is

often used in these combinations:

Corporate culture corporate headquarters corporate image

Corporate ladder corporate logo corporate profits

B. Corporate structure or business organization

A business or a company needs to organize itself into a structure that best suits its
objectives. This can be done in several ways.

1. Organisation by function:
The company is divided into departments such as production, finance, marketing,
and human resources.

2. Organisation by product:
The company brings together staff who are involved in the same product line.

3. Organisation by customer type:

The company is organised around different sectors of the market. Large customers
are called "key accounts".

4. Organisation by geographical area:

The company is organised according to regions.

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 Most companies have hierarchical or pyramidal structure with a single person or a
group of people at the top and a number of people below them at each successive
level. A chain of command runs down the hierarchy, so that all employees know who
their boss is, to whom they report, and whom their subordinates are, to whom they can
give instructions.

Most companies are made up of three groups of people: the shareholders –who
provide capital-, the management and the workforce. The management structure of a
typical company can be organised as the following: at the top of the company
hierarchy is the board of directors, headed by the chairman or president. The board is
responsible for policy decisions and strategy. It will usually appoint a managing
director or chief executive officer. The CEO will be on the Board, but most Board
members are not involved in running the company -they are elected by and
responsible to the shareholders. Their main interest is shareholder value: getting a
good return on investment in terms of both dividend payments and a rising share
price.

Then, the company is run by top or senior managers with job titles such as:
Chief Executive Officer (CEO), Chief Operating Officer (COO), and a series of Vices-
Presidents or Directors of different departments. Top management sets a direction for
the organisation and aims to inspire employees with their vision for the company's
future. This vision is often written down in a mission statement. They usually head the
various departments or functions within the company such as marketing, personnel or
human resources, finance, production…

The next level is middle management, where managers are in charge of a

department, division, branch, etc. Middle managers develop detailed plans and
procedures based on the firm's overall strategy.

Finally there is supervisory or first-line management, and typical job titles are:
supervisor, team leader, section chief. Supervisory managers are responsible for
assigning non-managerial employees to specific jobs and evaluating their performance.
They have to implement plans developed higher up the hierarchy.

In some companies, or for specific projects, there can be a matrix structure with
cross-functional teams. Here employees from different parts of the organisation work
together and bureaucracy is reduced. Here employees report to more than one superior.

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 Practice
Exercise 1:

Correct he mistakes using words and expressions from A opposite.

1. Before we employ people, we like to put them in job situations to see how they
do the work and fit into the corporate ladder.
2. The company has built a grand corporate logo as a permanent symbol of its
power.
3. Our stylish new corporate culture shows our wish to be seen as a more
international airline.
4. The company is growing and corporate headquarters are rising.
5. The rules were introduced to protect women working in factories, but today
they make it harder for women to climb the corporate image.
6. Companies hit by computer crime are not talking about it because they fear the
publicity will harm their corporate profits.

Exercise 2:

Fill in the missing letters.

1- Inside a company, large customers are often referred to as 'k.. .. a.. .. .. .. .. .. s'.

2- COO stands for C.. .. .. .. O.. .. .. .. .. .. .. O.. .. .. .. .. r.

3- A matrix structure brings together people from different parts of the organisation to
work as c.. .. .. .. - f.. .. .. .. .. .. .. .. l t.. .. ..s.

4- The delegation of decision-making is likely to lead to a higher level of morale at the

g.. .. .. .. .. .. .. .. s.

5- Each manager supervises a number of sub.. .. .. .. .. .. .. .. s.

6- In relation to an existing market, the 'big picture' strategy can be one of d.. .. .. .. .. ..
.. .. ..t (growth), con.. .. .. .. .. .. tion (making the existing situation stronger), or wi.. .. ..
.. .. wal (leaving the market completely).

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Exercise 3:

Complete each phrase 1-10 with an ending a-j.

1. Operational planning translates general goals a. a direction for the company.

2. It is usual to divide an organisation b. developed higher up the

hierarchy.

3. Some companies are organised according c. for assigning employees to

specific jobs.

4. The board gets involved d. in major strategy issues.

5. Senior managers set e. into functional

departments.

6. Middle managers develop detailed plans based f. into more concrete specific
objectives.

7. First-line managers implement plans g. on the overall strategy.

8. First-line managers also responsible h. to geographical regions.

9. A cross-functional team brings i. together staff from different

parts of the company.

10. Subordinates work j. under the supervision of a

first-line manager.

Exercise 4:

The mixed-up letters make words that describe departments or functional areas inside
a company. Put the letters in the right order.

1. haumn rruoeecss 2. pdroctoiun 3. cmoesutr scrieevs 4.

atnccous

5. siihnppg 6. qtuialy crotnol 7. rsaceerrh and dvnolpmeeet 8.

metakrnig

9. pbiluc rnotilaes 10. pejcrot mmeegnnaat 11. aiiisdttrnmaon 12.

pasuirchng

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Exercise 5:

Match the verbs with their definitions.

To check – to adapt – to assign – to coordinate – to implement

1. Give someone a job to do.

2. Change something to fit a new situation.
3. Carry out; make a plan start to work.
4. Organise people so that they work together effectively.
5. Make sure that everything is correct or the way you expect it.

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Lesson 3 Production
- Products
A product can be:

1.something natural

2.something made to be sold

3.a service.

Produce refers to agricultural products such as crops or fruit. For example, you can
can buy fresh produce a a farmer‟s market.

Something that is made is produced or manufatured.

A company that produces something is a producer of it.

A company that maufacures something is a maker or manufaturer of manufactured

goods.

- Mass production
I am Steve and I am head of car production at a manufacturing plant. Plant sounds
more modern than factory or works. On the assembly line we mass-produce cars. The
plant is highly autmated: we use a lot of machinery. These machines are expensive to
buy but very cost-effective – we do not have to pay them wages. We use industrial
robots. These robots are part of the CADCAM system of computer-assisted design and
manufacturing.

- “My name‟s Paul. I have a little workshop where I produce furniture

ordered by individual customers. We don‟t use machinery: the furniture is
hand-made. Producing furniture like this is a craft industry. It is very labour
intensive: it takes a lot of work to produce each piece. Many people dislike the
furniture that big companies churn out in large numbers on their large
production lines, so we have a lot of customers.”

- The production process

Manufacturing takes place in a plant. The process can be capital-intensive
(requiring a lot of finance) or labour-intensive (demanding manpower). If the
operation is efficient at transforming inputs (materials, labour and information)
into finished goods (output), then there is a high level of productivity. The
manufacturing process consists of many stages:

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 1. Planning: this involves trying to bring together customer demand with
operational issues of volume, timing, and the purchase of materials. A bill of
materials is produced, this is compared with the existing inventory, and any
necessary purchases are made.

2. Sequencing: a supervisor decides which workstation (machine or employee)

will carry out which tasks in which order.

3. Scheduling: the supervisor decides when particular tasks should start and finish.

4. Dispatching: the supervisor authorizes tasks to begin (giving detailed

instructions).

5. Loading: materials or parts are introduced to an operation so that it can begin. A

robot loads an assembly line with a new component; an operator loads a
machine with raw materials.

6. Monitoring: this involves checking progress, eliminating bottlenecks, and

identifying and solving problems.

- The business cycle

The business cycle or trade cycle is a permanent feature of market economies: gross
national product changes in size and quality as booms and recessions succeed each
other. During a boom, an economy expands to the point where it is working at full
capacity, so that production, employment, prices, profits, investment and interest rates
all tend to rise. During a recession, the demand for goods and services declines and
the economy begins to work at below its potential. Investment, output, employment,
profits, commodity and share prices and interest rates generally fall. A serious, long-
lasting recession is called a depression or a slum.

The highest point on the business cycle is called a peak, which is followed by a
downturn or a downswing or a period of contraction. The lowest point on the business
cycle is called trough, which is followed by a recovery or an upturn or a period of
expansion.

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 Practice
1. Complete this table with words from the lesson.
Verb Noun:person or Noun: process Noun: thing
organization
Make Maker X X
Manufacturing
Produce: non- Production
food
Produce: food

2. Rearrange these lines to make a text containing words from the lesson.
1. work. Of course, we still have a lot of assembly
2. plant producing TVs in Singapore. We have two production
3. My name is George Chen, and I am director of a manufacturig
4. lines working 24 hours a day. We use CAD
5. line workers, so it is still quite labour-
6. intensive. But with the help of computer-
7. CAM, and robots do some assembly
8. Assisted design and automation, productivity is increasing.

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3. Give the infinitive of the underlined verbs. Give the past simple form of the
verbs written in bold.
The production process of a potato supplier:
Well, the potatoes are grown on our farms and brought to the production plant
here. First of all we peel them, and then we wash them. Next we sort them, and
grade them according to their size and weight. The acceptable potatoes are then
steamed, chopped and freeze-dried. After that the granules go to the canning
department: the cans are filled and vacuum-sealed. We next send the cans to be
labelled and packaged, then dispatch them to distribution centres.

4. Match the different stages (A-F) in the production process with their descriptions (1-6)

A. planning 1- Introducing materials to an operation so it can begin.

B. sequencing 2- Authorizing a task to begin.

C. scheduling 3- Bringing together customer demand with operational issues.

D. dispatching 4- Checking process and solving problems.

E. loading 5- Deciding when tasks should start and finish.

F. monitoring 6- Deciding which workstation will do which task in which order.

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Lesson 4 Distribution Channels: Wholesale and Retail

Distribution is the final link in a company's supply chain, and involves getting
the right products to the customer at the right time. It includes the physical handling of
goods, warehousing, choice of distribution channel (eg. wholesaler, retailer, direct
distribution), choice of retail outlet, and order fulfillment (doing something that is
promised, warranty and repair issues)

Distribution of goods and services can be done through two main ways:
- Direct distribution: from the producer or service provider straight to the
consumer or business user.
- Indirect distribution: through the use of an intermediary, i.e., through one or
more of agent or broker, distributor, wholesaler, and retailer.

1.Wholesaling or distributing is defined as the sale of goods or merchandise to

retailers, to industrial, commercial, institutional, or other professional business users,
or to other wholesalers and related subordinated services. In general, it is the sale of
goods to anyone other than a standard consumer. Wholesalers frequently physically
assemble, sort and grade goods in large lots, break bulk, repack and redistribute in
smaller lots.
Wholesale is also a bulk sale by a manufacturer or distributor for resale to a retailer. In
almost all states, it is illegal to sell wholesale to an individual, or claim to sell
wholesale when it is for end use and not for resale. Also in most states, wholesalers
may not sell to the public. Wholesale sales do not carry sales tax, as sales tax is
charged to the end user. The wholesaler usually gets their goods and pricing from the
manufacturer which is marked up as well.

The wholesale trade sector comprises organizations engaged in wholesaling

merchandise, generally without transformation, and rendering services incidental to
the sale of merchandise. The wholesaling process is an intermediate step in the
distribution of merchandise. Wholesalers are organized to sell or arrange the purchase
or sale of (a) goods for resale (i.e., goods sold to other wholesalers or retailers), (b)
capital or durable nonconsumer goods, and (c) raw and intermediate materials and
supplies used in production. Wholesalers sell merchandise to other businesses and
normally operate from a warehouse or office. Traditionally, wholesalers were closer to
the markets they supplied than the source from which they got the products. In the
banking industry "wholesale" usually refers to wholesale banking, providing tailored
services to large customers, in contrast with retail banking, providing standardized
services to large numbers of smaller customers.

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2. Retailing is any sale to an individual or company for end use. Retail is marked up
from the price the wholesaler sold it for to the retailer.

The retail trade sector comprises organizations engaged in retailing merchandise,

generally without transformation, and rendering services incidental to the sale of
merchandise. The retailing process is the final step in the distribution of merchandise;
retailers are, therefore, organized to sell merchandise in small quantities to the general
public. This sector comprises two main types of retailers: store and non-store
retailers. Store retailing involves specialty stores such as bookstores and flower
shops, and discount stores where basic goods are sold with low prices; whereas non-
store retailing includes home delivery of goods ordered through catalogues, internet
retailing or online selling, automatic merchandising or sales through vending
machines, and direct selling through having salespeople going door-to-door.

The retailer buys from the wholesaler and sells to the customer. The retailer has costs,
(like rent, employees, taxes, loss/breakage, advertising, etc.) and needs to make a
profit.

Those added items must be placed on the price charged to the customers, above what
the retailer paid for the product.

Practice
Exercise 1:
Fill in the missing letters.
1. Making sure that the customer gets the right goods at the right time is called 'o.. .. ..
r f.. .. .. .. .. .. .. .. ..t'.

2. A place where goods are sold to consumers is called a 'r.. .. .. .. l o.. .. .. ..t'.

3. It is important to develop long-term relationships with customers so that they make

'rep.. ..t p.. .. .. .. .. .. ..s'.

4. A synonym for middleman is i.. .. .. .. .. .. .. .. .. ..y.

5. A retailer has a store or a s.. ..p, and a wholesaler has a w.. .. .. .. .. .. ..e.

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6. The process of selling products connected with a popular film, person or event is
called mer.. .. .. .. .. .. ..ing. In American English this word is also used for selling
goods in general.
7. To refer to a buyer, the word c.. .. .. .. .. .. .. is more common where there is a
standard product, and in shops.

8. The word c.. .. .. .. .. is more common in the service sector and where there is a
degree of personalization.

9. Both words mean 'a person who does business on behalf of another company or
person'. The word a.. .. .. .. is used where there is a long-term relationship, whereas the
word b.. .. .. .. .. is more common for individual transactions (eg. stocks).

10. A list of everything that a company sells is called a c.. .. .. .. .. .. .. .. .

Exercise 2:
Name the differences between retailing and wholesaling.

Exercise 3: say whether these statements are true or false and correct the false ones?

- Wholesale is the sale of goods or merchandise to retailers.

- Retail is also called bulk sale.
- An individual consumer can legally purchase goods from wholesaler.
- Wholesale price includes sales tax.
- Sometimes wholsale prices are fixed by the manufacturer.

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Lesson 5 Marketing
A. The market:

It is a place where goods are bought and sold, and where transactions for buying
and selling are arranged (it is any set of arrangements that allows buyers and sellers to
exchange goods and services). The term market also refers to the mass demand of the
potential buyers of a commodity or service, i.e. it is an economic system where prices,
jobs, wages, etc. are not controlled by the government, but depend on what people
want to buy and how much they are willing to pay.

B. Marketing:

It is the process of planning, designing, pricing, promoting and distributing

ideas, goods and services, in order to satisfy customer needs (target market), so as to
make a profit. In other words, it is the management process involved in identifying
(through market research), anticipating and satisfying consumer requirements
profitably. All these activities are called the marketing mix.

The marketing mix, usually referred to as the 4 Ps, consists of choosing the
right product, selling it at the right price, using the right kind of promotion, and
making it available in the right place.

1. Product: product is what a company produces or offers. It is seen as an item

that satisfies what a consumer needs or wants. It is a tangible good or an
intangible service. Intangible products are services like the tourism industry.
Tangible products are those that have an independent physical existence
such as motor cars. Every product is subject to a life-cycle including a
growth phase followed by a maturity phase and finally an eventual period of
decline as sales fall.

2. Price: price is what it costs to the buyer or consumer. It is the amount a

customer pays for the product. The price is very important as it determines
the company‟s profit and hence, survival. It affects both demand and sales.

3. Promotion: promotion is the ways to make a product popular and well-

known. It represents all the methods of communication that a marketer may
use to provide information about the product. Promotion comprises elements
such as: advertising, public relations, personal selling, and sales promotion.

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 Advertising covers any communication that is paid for, from cinema
commercials, radio and Internet advertisements through print media and
billboards. Public relations is where the communication is not directly paid
for and includes press releases, sponsorship deals, exhibitions, conferences,
seminars. Word-of-mouth is any apparently informal communication about
the product by ordinary individuals, satisfied consumers.

4. Place: place is where you sell the product and how it reaches the consumer,
also known as distribution. It refers to providing the product at a place
which is convenient for consumers to access. Place is also synonymous to
distribution.

To market a product is to make a plan based on this combination and put it into
action. A marketer or marketeer is someone who works in this area. It can also mean
an organisation that sells particular goods or services.

There are many business expressions that deal with marketing and market:

- Market research: collecting and studying information about what people want
and need.
- Market share: the percentage of a market or sales that a company has.
- Market leader: the company or product with the biggest market share.
- Marketing manager: the person who runs the sales or marketing department.
- Market orientation: the fact that everything marketers do is designed to meet
the needs of the market.

Practice
Exercise 1:

The four Ps form the basis of the marketing mix. If you want to market a product
successfully, you need to get this mix right. Match the 'Ps' 1 to 4 to the definitions a) to
d).
1. Product a) the cost to the buyer of goods or services

2. Price b) informing customers about products and persuading them to buy

them

3. Promotion c) where goods or services are available

4. Place d) goods or services that are sold

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Exercise 2:

Complete the following definition of marketing, by inserting these verbs in the gaps
below.

design / develop / identify / influence / modify / persuade

Marketers have to ............or anticipate a consumer need;.................a product or

service that meets that need better than any competing products or services;
....................target customers to try the product or service; and, in the long term,
...............it to satisfy changes in consumer needs or market conditions. Marketers can
................particular features, attractive packaging, and effective advertising, that will
...............consumers‟ wants. Marketing thus combines market research, new product
development, distribution, advertising, promotion, product improvement, and so on.

Exercise 3:

For each group of words 1 to 5:

a. Fill in the missing vowels.

b. Match the words to the definitions a) to c).
research a)the percentage of sales a company has.
1 Market s..gm..nt b)information about what customers want and need.
sh..re c)a group of customers of similar age, income level and social
group.
b..h..v......r a)description of a typical customer.
2 Consumer pr..f..l.. b)where and how people buy things.
g....ds c)things people buy for their own use.
l....nch a)introduction of a product to the market.
3 Product l..f.. cycl.. b)length of time people continue to buy a product.
r..ng.. c)set of products made by a company.
f..r..c..st a)how much a company wants to sell in a period.
4 Sales f..g..r..s b)how much a company thinks it will sell in a period.
t..rg..t c)how much a company has sold in a period.
a)a business which advises companies on advertising and mak
c..mp....gn ads.
5 Advertising b..dg..t b)an amount of money available for advertising during a
..g..ncy particular period.
c)a program of advertising activities over a period, with
particular aims.

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Lesson 6 Advertising
Advertising may be defined as the art of making people want to buy goods or
services. It informs people about the existence and benefits of products and attempts to
persuade them to buy them. Its aim is to attract and retain customers and increase their
number. To succeed in this purpose, the advertiser sets in motion a complete process
which may conveniently be divided into six phases:

(1) attracting attention by using bright colours, contrasts of light and shade, noises or
musical sounds;

(2) using pictures to awake the curiosity of people;

(3) arousing the desire to have the product through persuasion;

(4) bringing conviction by supplying scientific information and offering some sort of
advantage for every purchase made within a certain period; and finally,

(6) influencing the memory by using clever slogans, trade-marks or brands.

No firm can forget that “Repetition makes Reputation”. Companies may have
their own advertising departments to set up their advertisements (adverts or ads) or
may use the services of advertising agencies.

Advertising includes both mass communication channels, such as newspapers

ads, radio and TV commercials and other mass media, and direct communication by
post. Having defined the target audience, the marketer must develop an effective
message. Ideally, the message should attract attention, hold interest, arouse desire and
elicit action. This is called the AIDA model. The message content can address
different kinds of appeal or unique selling proposition explaining what differentiates
the product from its competitors and why customers should buy it.

The adverts carry verbal and non-verbal messages. The verbal message, or the
slogan, has to be short and easily memorized and the layout of a printed ad or the
commercial has to be designed by artists and experts. Companies usually hire
advertising agencies to plan their campaigns.

a. Define the word advertising using your own words.

b. What is the objective of the advertiser?
c. According to you, what is the best means used by the advertiser to attract
customers‟ attention?
d. How customers can be convinced to buy a product?
e. Give a synonym to the words: firm-to buy-to have-to persuade.
f. Give opposites to the words: to increase-to succeed-advantage-to buy.

28
 How companies advertise:

Although large companies could easily set up their own advertising departments,
write their own advertisements, and buy media space themselves, they tend to use
the services of large advertising agencies. These are likely to have more resources,
and more knowledge about all aspects of advertising and advertising media than a
single company. The most talented advertising people generally prefer to work for
agencies rather than individual companies as this gives them the chance to work on
a variety of advertising accounts (contracts to advertise products or services). It is
also easier for a dissatisfied company to give its account to another agency than it
would be to fire its own advertising staff.

The client company generally gives the advertising agency an agreed budget; a
statement of objectives of the advertising campaign, known as a brief; and an
overall advertising strategy concerning the message to be communicated to the
target customers. The agency creates advertisements and develops a media plan
specifying which media – newspapers, magazines, radio, television, cinema,
posters, mail, etc.- will be used and in which proportions. (On television and radio,
ads are often known as commercials.)

Practice
Exercise 1: Fill in the blanks to form word partnerships.

1. In order to hold the audience‟s ……………………… an effective presenter

may occasionally tell a joke or an anecdote.
2. Hoardings or billboards can be dangerous because they attract too much
drivers‟ ………………..
3. Environmentalists talk too much, they should elicit ………………
4. When Jane is on diet, she refuses to watch TV because commercials arouse
……………. for food.

Exercise 2:

- Give examples of outdoor advertising on the buses in your country.

- Give examples of clever slogans that you remember from advertising
campaigns.
- Which celebrities from your country are used in advertising?
- Which products do they advertise?

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Exercise 3:

Look at the words in the box below. Label each item 1 for advertising media, 2 for
advertising methods or 3 for verbs to do with advertising.

Directories 1 commercials exhibition point-of-sale target

press
Persuade public transport billboards posters
endorsement internet
Publicise promote place launch word of
mouth sponsorship
Cinema radio sponsor television

Exercise 4:

Choose the most suitable word from the words in brackets to complete these sentences.

1. Viacom Outdoor is an advertising company that specialises in placing adverts

on (billboards/public transport/television) such as buses.
2. Some perfume companies provide (commercials/free samples/posters) so that
customers can try the perfume on their skin before they buy.
3. Advertising companies spend a lot of money on creating clever
(slogans/directories/commercials) that are short and memorable such as the
message for Nike: “Just do it.”
4. Celebrity (exhibition/press/endorsement) is a technique that is very popular in
advertising at the moment.
5. If news about a product comes to you by (word of mouth/press/internet), this
means that someone tells you about it rather than you seeing an advert.
6. If you have something to sell, you can (target/place/launch) an advert in the
local newspaper.

Exercise 5:

Fill in the gaps with the right word. (recognise-endorsing-sponsored-publicise-

advertising)

As you know, we are doing everything we can to .................the new products. We are
..................them on TV and in the newspapers. A famous international tennis star is
..................our products, so we have put her name on everything. We have also
..............a number of local sports events, so we know that people will ..................our
name all over the area.

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Exercise 6:

Complete the following sentences.

1. A ................is a short and easily memorised phrase that advertisers use to

promote a product.
2. A ...............is a symbol or a visual design which companies use on their
products to make them recognisable to the customers.
3. An advertising ...............is a business which advises companies on advertising
and makes ads.
4. An ........................is the person who is responsible of designing ads.

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Lesson 7 Conditional Sentences

Definition
 Conditional sentences are made of two parts.
 The first part includes the “condition” introduced by “if”, which is the
“reason” for the other part.

 The second part includes the “consequence”, the “result», of the first
part.
Eg : If you come , I will tell you.

 We can have the “result” first then the “condition”. In this case, there is no
comma between the result and the condition.
Eg : I will tell you if you come .

Situation One: zero conditional

When the condition expresses a general fact, a rule, the tense used in the two
parts is the present simple.
Eg : If you heat ice , it melts . Ice melts if you heat it.
Pr.S Pr.S

Situation Two: first conditional

When the consequence of the condition is in the future, we use the present
simple in the “Condition” and the future simple in the “Consequence”.
Eg : If it rains, I will use my umbrella . I will use my umbrella if it
rains. Pr.S FS

Situation Three: second conditional

When the consequence of the condition is hypothetical (probable, not sure), in
the future, we use the past simple in the “Condition” and the present
conditional simple in the “Consequence”.
Eg : If I saw a lion , I would run . I would run if I saw a lion.
PS Pr. Condi.S

 This type of conditional is used to imagine situations that are unlikely to

happen, to give advice, and to express impossible conditions.
32
 Eg: If I won a million dollar, I would buy a Ferrari.
If I were you, I would travel by car.
If I were a bird, I would fly in the sky.

Situation Four: third conditional

When the reason of an action in the past was not fulfilled or realised, we use
the past perfect simple in the “Condition” and the past conditional simple in
the “Consequence”.
Eg : If I had woken up early , I would not have missed the train .
P Perf. S P Condi. S
I would not have missed the train if I had woken up early.

Practice
Exercise 1: Use the right tense in the following sentences.

1. If he ……… (to arrive) late , the others …………(to start) without him .
2. If you ……… (to behave) like that again , you ……… (to be punished) .
3. If John F. Kennedy …………(not to go) to Dallas, he …………..(not to die) in
1963.
4. If I …………(to be) you , I……………(to attend) the lecture this evening .
5. I…………(not to go) to the park last night if you……… (not to tell) me .
6. If I.........(to be born) in England , I ………(to speak) perfect English .
7. ……… (you to be) able to come yesterday if I …………(not to help) you ?
8. If you ………(to see) his face when he heard the news , you ……(to laugh) .
9. I ………….. (to phone) you if I …………… (not to lose) your phone number.
10. If you ……….. (to be) a vegetarian, you ………. (not to eat) meat.

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Exercise2: Complete the Conditional Sentences with the correct form (Type I, II or
III).

 If I …….. stronger, I'd help you carry the piano. /to be.
 If we'd seen you, we ………... / to stop.
 If we …………… him tomorrow, we'll say hello. /to meet.
 He would have repaired the car himself if he ………….. the tools./ to have.
 If you drop the vase, it ……….. . /to break.
 If I hadn't studied, I …………….. the exam. /not to pass.
 I wouldn't go to school by bus if I …………. a driving license. /to have.
 I ……………. to London if I don't get a cheap flight. /not to travel.
 We'd be stupid if we …………. him about our secret./to tell.

 If you go out with your friends tonight, I …………. the football match on TV.
/to watch
 I will earn a lot of money if I ……….. that job. /to get
 If she does not hurry, we ……….. the bus./to miss.
 If he tried harder, he ……….. his goals. /to reach

 It would not surprise me if he …………. the answer. /not to know.

 If we ………. to the radio, we would have heard the news./to listen
 If you …………… on the lights, you would not have fallen over the chair./to
switch
 She …………….. to our party if she had not been on holiday./to come.

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Lesson 8 Accounting 1

A. Accounting gives information about the financial situation of a company for a

wide variety of different users and purposes. For instance, managers,
shareholders, bankers, and tax authorities need this information to calculate
their profits and losses, to publish the value of their assets and liabilities, to
check if companies are obeying the law, etc.

- Describing a job:
Hi, I am Fiona and I am an accountant. I work in Edinburgh for one of the big
accountancy firms. We look at the financial records or accounts of a lot of
companies. We work with the accountants of those companies, and the people
who work under them: the bookkeepers. I like my profession: accountancy
(BrE) or accounting (AmE).

Sometimes we act as auditors: specialists outside accountants who audit a

company‟s accounts, that is, we check them at the end of a particular period to
see if they give a true and fair view (an accurate and complete picture). An
audit can take several days, even for a fairly small company.
When company‟s results are presented in a way that makes them look better
than they really are, even if it follows the rules, it may be accused of creative
accounting or window dressing. Of course, I never do this!

B. Financial Statements: There are two basic financial statements which are
prepared by an enterprise when dealing with accounting:

1. The Profit and Loss Account:

A firm reports its performance in a particular period in its results. Results for a
specific year are shown in the company‟s annual report. This contains, among
other things, a profit and loss account (UK) or the income statement (US). It
shows revenue and expenditure for a specific period. It gives figures for
turnover (UK) or net sales (US) – the amount of business done by the company
during the year – and for cost of goods sold and overheads. The first figure
should be greater than the second: there should be a profit – an excess of
income over expenditure. Part of the profit is aid to the government in taxation
(income tax), part is usually distributed to shareholders as a dividend, and part
is retained by the company to finance further growth to repay debts, etc.

35
The EPS – earnings per share – are also indicated in the profit and loss
account, one of the most important measure of the company‟s strength. They
represent the earnings returned on the initial investment amount. Obviously, the
higher this number, the more money the company is making.

This ratio is calculated simply by dividing the company‟s net income by the
number of shares outstanding during the same period.

2. The Balance Sheet:

A company‟s balance sheet highlights the financial condition of a company at
the end of a particular period, usually the 12-month period of its financial year.
This is not necessarily January to December. It offers a snapshot of the
company‟s health. It gives a picture of its assets (how much a company owns)
and liabilities (how much a company owes). The difference between what it
owns and what it owes is its equity, also called “net assets” or “shareholders
equity”.

The balance sheet tells investors a lot about how much debt a company has,
how much it needs to collect from customers, how much cash and equivalents it
possesses and what kinds of funds the company has generated over time.

The three components of a balance sheet can be stated in the form of the
following equation:

Assets = Liabilities + Capital (shareholders equity).

a. Assets: an asset is something that has value, or the power to earn money.
These include:

- Current assets: money in the bank, investments that can easily be turned
into money, money that customers owe, stocks of goods that are going to be
sold or inventories.

- Fixed assets: equipment, machinery, buildings or plants and land or

property.

- Intangible assets: things which you cannot see. For example, goodwill: a
company‟s good reputation with existing customers, and brands: established
brands have the power to earn money.

36
 b. Liabilities: liabilities are a company‟s debts to suppliers, lenders, the tax
authorities, etc. Debts that have to be paid within a year are current
liabilities, and those payable in more than one year are long-term
liabilities, for example bank loans.

c. Capital: it is the money that a company uses to operate and develop. There
are two main ways in which a company can raise capital, that is, finding the
money it needs:
- Share capital: Share capital is contributed by shareholders who put up
money and hold shares in the company. Each share represents ownership of
a small proportion of the company. Shareholders receive periodic payments
called dividends, usually based on the company‟s profit during the relevant
period. Capital in the form of shares is also called equity.
- Loan capital: Investors can also lend money, but they do not own a small
part of the company. This is loan capital, and an investor or a financial
institution lending money in this way is a lender. The company borrowing
is the borrower and may refer to the money as borrowing or debt. The
total amount of debt that a company has is its indebtness.
The sum of money borrowed is the principal. The company has to pay
interest, a percentage of the principal, to the lender, whether it has made
profit in the relevant period or not.

Practice

Exercise 1: what kind of asset is each of the following? Which three are not assets.

1. Vans which a delivery company owns and uses to deliver goods.

2. Vans for sale in a showroom.
3. A showroom owned by a company that sells vans.
4. A showroom rented by a company that sells cars.
5. Money which customers owe, that will definitely be paid in the next 60 days.
6. Money which a bankrupt customer owes, that will certainly never be paid.
7. The client list of a successful training company, all of which are successful
businesses.

37
 8. The client list of a training company, with names of clients that have all gone
bankrupt.

Exercise 2: choose the correct expressions in brackets to complete the text.

I started 15 years ago with (capital/dividends) of $A50.000. We had 1 small restaurant

in Sydney and now we have 20 throughout Australia. My (borrowers/shareholders)
were members of my family: my parents, brothers and sisters all put up money. They
didn‟t receive any (dividends/shares) for the first 5 years: we put all our profits back
into the company. Now we want to increase the amount of (equity/dividends), so we
are looking for outside (borrowers/lenders).

(Lenders/shareholders) have been very helpful. We obtained $A50.000. of (loan

capital/share capital) from a bank when we started. Now we have paid off all the
(dividends/principal) and (interest/shares) after 7 years. We have taken out other loans
recently, but our (lending/indebtness) is not bad in relation to the size of the business.

38
Lesson 9 Money and Work
A. Money:

Every country has its own currency. The money used in a country – euro, dollar,
yen,etc. – is called its currency. Money exists in two forms: notes/banknotes (UK) or
bills (US) and coins; it is called cash. Sometimes in a shop they ask you: how do you
want to pay? You can answer: cash, by cheque or by credit card.

B. Traditional banking:
In a bank you usually have a current account (UK) or a checking account (US),
which is one where you pay in your salary and then withdraw money to pay your
everyday bills. The bank sends you a regular bank statement telling you how money
is in your account. You may also have a savings account or a deposit account where
you deposit any extra money that you have to keep it for longer time and only take
money out when you want to spend it on something special. This type of account pays
us interest. The interest rate varies from bank to bank. You usually try to avoid
having an overdraft (spending more money than what you have in your account) or
you end up paying a lot of interest. If your account is overdrawn, you can be said to
be in the red.
Sometimes the bank may lend you money; this is called a bank loan. If the bank lends
you money to buy a house, that money is called a mortgage.

C. New ways of banking:

“My name is Kevin. I have a joint account with my wife Lisa. I was not very happy
with our bank. There was always a queue, and on the bank statement that they sent
each month they took money out of our account for banking charges that they never
explained. So we moved to a bank that offers telephone banking. We can phone them
any time to check our account balance (the amount of money that we have in our
joint account), transfer money to other accounts and pay bills. Now they also offer
Internet banking. We can manage our account sitting at our computer at home”.

39
D. Pay and benefits:

E. Types of work:

My name is James and I work for BISG, British International Stores Group. In our
shops we have employees (people who work for our company) who have full-time
jobs. Full-time employees usually work around 40 hours a week, from nine to five, but
they can do overtime where they work longer and get more money. Some employees
have a part-time job. They work only 20 hours a week. Most people at BISG have a
permanent job – they have no finish date. Others do temporary work for a short
period. Every employee has a contract, an agreement about how long they work,
when they work, how much money they are paid, etc.(working conditions)
When employees are 65, they retire (stop work because of their age). They receive a
good pension. If someone leaves the company to move to another one, this means they
resign. They have to inform the company they are leaving by handing in their
resignation. If we don‟t need employees anymore because there is no more work for
them or because of financial problems, we make them redundant. But if someone
does something wrong or stupid, then we dismiss them (ask them to leave the
company).

40
 Practice
1.1 According to A and B, which words are being defined?
a. A flat, usually round piece of metal used as money: ………….
b. Money you borrow from a bank: …………..
c. Money in the form of notes or coins: ………….
d. The type of money used in a country: ……………..
e. A loan to purchase property: ……….

1.2 Kevin is phoning his bank. What expressions in B and C could replace the
underlined expressions.
1. I want to transfer £500 from my savings account to my ordinary account,
because I don‟t want to have the situation where I have spent more than I have
put in.
2. How much is in my savings account? What‟s the amount in there at the
moment?
3. On the savings account, what‟s the percentage you pay to savers every year?
4. How much extra money have you added to my savings account in the last three
months?
5. On the last list of all the money going out of and coming into the account, there
is an amount that you have taken off the account that I don‟t understand.

1.3 Complete the sentences with words from E.

1. There was no more work at the factory, so my company made me……….
2. I don‟t like what the company is doing, so I am going to …….. and find another
job. 3. Paul took money from the
company, so they had to ……him.
4. When I ………, I‟m going to travel around the world.

1.4 Complete the following sentences with words from E. Some words are not in the
lesson.
1. The people who buy your products are your ……….
2. I can work here as long as I want because I have a …………. job.
3. If you work extra hours, you do ……………

41
 4. My job finishes next month; it‟s only a ……….job.
5. I work 40 hours a week; it‟s a …………..job.
6. Your ………….are the people who work with you.
7. An agreement to work for a particular company is a …………
8. ………are the companies we buy products from.
9. If you work for a company, you are an ……………..

1.5 Complete the sentences with words from the box. Look at B and D to help you.

Commission bonus currency

earn
Overtime pension salary
mortgage

1. After I lost my job, I was living on social security for three months. This was
difficult because the amount was much lower than the ……………. I had
before.
2. I used to work as a salesperson, but I was not very successful, so I did not
…………….much …………
3. If the company makes 10% more than last year, we will all get a
……………..at the end of the year.
4. It will take me at least 25 years to repay the ………….. on my house.
5. Many European countries now have the same …………., the euro.
6. My wages are not very good, so I do a lot of ………………
7. When I retire, my ………………will be 60% of my final salary.

42
Lesson 10 Types of Business Ownership

There are different forms of business ownership. Some of those are the following:

1. Sole Proprietorship:
According to the concept of sole proprietorship, the particular or private
business is owned by a single individual and all the related business decisions
are taken by the person. The person is self-employed (=a freelancer for the one
who deals with services =a sole trader for the one who deals with
merchandise). The business owner is personally liable for all debts incurred by
the business. In other words, sole proprietorship is a one person business with
unlimited liability: for instance, a shop or a taxi owned by a single person.

2. Partnership:

If several individuals wish to go into business together they can form a partnership;
partners generally contribute equal capital, have equal authority in management, and
share profits or losses. In many countries, doctors, lawyers and accountants are not
allowed to form companies, but only partnerships with unlimited liability for debts,
which should make them act responsibly, i.e. each partner is personally and equally
liable for debts of the partnership. In case of bankruptcy, a partner with a personal
fortune can lose it all. As a consequence, most businesses are limited companies.(see
LLC)

In short, 2 – 20 partners own, control and finance the business. They have unlimited
liability.

3. The Limited Liability Company (LLC):

An LLC is formed by one or more individuals or entities through a special written
agreement. The agreement details the organization of the LLC, including: provisions
for management, assignability of interests, and distribution of profits or losses. Limited
liability companies are permitted to engage in any lawful (legal), for profit business or
activity other than banking or insurance. Limited liability means that shareholders do
not have to use their personal property like houses and cars to pay the debts of the
company.

LLCs are usually founded as US corporations, in which investors are only liable for
the amount of capital they have invested. If a limited company goes bankrupt, its

43
assets are liquidated to pay the debts; if the assets do not cover the debts, they remain
unpaid; so creditors do not get their money back.

4. Private Limited Company (Ltd)

Private limited companies are mainly small or medium sized business
enterprises. They are normally owned by a particular family or by a small group
of businessmen (shareholders) and the ownership rights are divided among
these owners. All the business decisions are subjected to the approval of all
these owners or at least the majority of these owners. The business has limited
liability.
They cannot offer shares to the public; their owners can only raise capital from friends
or from banks and other venture capital institutions.

5. Public Limited Company (Plc)

Public limited companies are a type of business ownership that has very little amount
of liability (financial responsibility to pay debts, taxes or goods). These companies
have a lot of shareholders. In the United Kingdom the term public limited company
means any company that has share capital of more than fifty thousand pounds. PLC
means that anybody can buy or sell shares in the company on the stock market.

6. A Non-profit Corporation/Charity:
A non-profit corporation is a legal entity and is typically run to further some sort of
ideal or goal, rather than in the interests of profit. It has some social aims such as
helping poor or sick people. Volunteers put a lot of effort into fund-raising, i.e.,
getting people donate money to the organisation.

Practice
Exercise 1: What type of organization is each of these?

1. A group of engineers who work together to provide consultancy and design

services. There are no outside shareholders.
2. A large British engineering company with 30.000 employees. Its shares are
bought and sold on the stock market.
3. An engineer who works by herself providing consultancy. She works from
home and visits clients in their offices.

44
 4. An independent British engineering company with 20 employees. It was
founded by three engineers, who are shareholders and directors of the company.
There are five other shareholders who do not work for the company. They do
not have to use their personal property to pay their debts.
5. An organization to relieve poverty, advance religion or education, etc; benefits
from some financial concessions.

Exercise 2: Match the sentence beginnings (1-5) to the correct endings (a-e)

1. British companies donate around £500 a. with loss-making companies.

Million a year to charities
2. She organized fund-raising b. in cash and, increasingly, as
goods and services.
3. Voluntary sector employees earn 5 to c. parties for the charity.
10%
4. Non-profit organizations are not to be d. when they are helping people
in their own social
confused class.
5. Research shows that volunteers give e. less than they would in the
private sector.
The best service.

45
Lesson 11 Passive Voice
In an active sentence, the verb tells us what the subject does; thus, importance is given
to the doer of the action. On the other hand, the passive form of a verb focuses on the
receiver of the action, which the O of the sentence. In this sense, only Transi. Vs
can be used in the passive.
The doer of the action is sometimes ignored or hidden.

Eg1: The first computer was invented by Alan Turing.

The receiver (S) The doer

Eg2: Kristal which is a bottled water is manufactured (by a US company).

The receiver (S) (optional)

Uses:

1. A passive structure is used to focus on the action itself rather than who
performs the action. The subject is not important to mention.
E.g.: Tea is grown in Sri Lanka.
The new machine has been installed.

2. It is used to describe a process, system or procedure.

E.g.: „‟Naming a new product.‟‟
Before a product is launched, focus groups are set up and a name is
chosen. Potential consumers are asked to give their impressions, and these are
matched against the desired brand image. Once the name has been decided, it
must be registered so that it cannot be used by other manufacturers.

3. It is used in impersonal constructions beginning with „it‟. These constructions

are frequently found in reports, the minutes of meetings, and rumours.
E.g.: It was agreed that the budget should be increased.
It was decided to implement the new policy immediately.
It is said that there will be no show this year.

The passive formula is:

S + to be in the tense of the active verb + PP + (by + doer).

46
 Present simple Mr. Smith writes an An email is written by Mr.
email Smith
// does not write // // is not written //
Is/are + PP – is not/are not + PP
Present continuous Mr. Smith is writing an An email is being written by
email Mr. Smith
Is/are + being + PP
Past simple Mr. Smith wrote an An email was written by Mr.
email Smith
Past progressive Mr. Smith was writing An email was being written by
an email Mr. Smith.
was/were+being+PP
Present perfect Mr. Smith has written An email has been written by
an email Mr. Smith.
has/have+been+PP
Past perfect Mr. Smith had written An email had been written by
an email Mr. Smith. had+been+PP
Future simple Mr. Smith will write an An email will be written by Mr.
email Smith
Modal auxiliary verbs Mr. Smith must write an An email must be written by
email Mr. Smith. modal+be+PP

Note:

Subject I He She We They

pronoun
Object Me Him Her Us Them
pronoun

47
 Practice
Ex1: Put the verbs in the passive form.
1. Somebody is using the computer at the moment.
2. This morning, they postponed the meeting.
3. I did not realize that somebody was recording our conversation.
4. Has anybody shown you what to do?
5. When we got to the stadium, we found that they had cancelled the game.
6. How much will they pay you for your work?
7. Somebody has found the missing file.
8. Everyone had warned me about the weather before I went to Scotland.
9. They can keep you in custody for 24 hours and may question you about
your activities.

Ex2: Turn the following into the active form using “they” as subject.

1. Twenty students were given a test in which they were asked to answer 10
questions.
2. Last year, two new computers were purchased and some old furniture was
replaced.
3. Parking is prohibited.
4. The missing file has been found.
5. Diamonds are mined in South Africa.
6. My car is being repaired at the moment.

Ex3: Complete the text with the appropriate passive form of the verbs given. Be
careful of the tense used.

Guaranà energy drinks.................... [to sell] at outdoor music festivals in

Europe for over a decade. However, it was only in July 2006 that the first Guaranà
Shop ................... [to launch] in Valeport. A wide range of guaranà products can
......................[to buy] there. The shop is so popular in the Valeport area that it
........recently.................... [to extend]. May be more Guaranà Shops ......................... [to
set up] across the country in the next few years. If that happens, more guaranà
products ....................[to import] from Brazil. Meanwhile, the people of Valeport are

48
delighted that all guaranà products available locally.....................[to test] by the
Regional Food and Hygiene Commission on a regular basis. So far, all products
..................................[to approve] by the Commission.

Ex4: Turn the following sentences to the opposite form either passive to active or the
opposite :

1- The budget has been done on the basis of oil prices above 50 USD.
2- The chief finance officer has sent an internal auditor to inspect the
received invoices.
3- Algeria‟s imports are reducing due to local production increase.
4- The World Trade Organisation is setting rules of competition among its
member states.
5- A maintenance unit will be inaugurated by the minister in the coming
months.

49
Lesson12 Management
Management: Management is universal because it is required in all types of
organizations. Management is an art as well as a science. It is a science as it has an
organized body of knowledge which contains certain universal truths and an art as
managing requires certain skills which apply more or less in every situation. It consists
of the interlocking functions of creating corporate policy and organizing, planning,
controlling, and directing an organization's resources in order to achieve the objectives
of that policy. The size of management can range from one person in a small
organization to hundreds or thousands of managers in multinational companies. In
large organizations, the board of directors defines the policy which is then carried out
by the chief executive officer, or CEO. There are a variety of views about this term.
Traditionally, the term "management" refers to the activities (and often the group of
people) involved in the four general functions listed below:

1) Planning, including identifying goals, objectives, methods, resources needed to

carry out methods, responsibilities and dates for completion of tasks. Example:
advertising and promotions planning.

2) Organizing resources to achieve the goals in an optimum fashion. Examples are

organizing new departments, human resources, office and file systems, re-organizing
businesses, dividing work, etc.

3) Leading, including setting direction for the organization, groups and individuals
and also influence people to follow that direction. Examples are establishing strategic
direction (vision, values, mission and / or goals).

4) Controlling, or coordinating, the organization's systems, processes and structures to

reach effectively and efficiently goals and objectives. This includes ongoing feedback,
monitoring and adjustment of systems, processes and structures accordingly. Examples
include use of financial controls, policies and procedures, performance management
processes, measures to avoid risks.

Another common view is that "management" is getting things done through others. In
other words, managers cannot do everything themselves; they must have the necessary
ability and skills to get work accomplished through the efforts of others. Yet another
view, quite apart from the traditional view, asserts that the job of management is to
support employee's efforts to be fully productive members of the organizations and
citizens of the community.

50
Describing a manager:

The work of a manager can be divided into planning (setting objectives), organizing,
integrating (motivating and communicating with staff), measuring, and developing
people.

First of all, managers (especially senior managers such as company chairmen) set
objectives, and decide how their organization can achieve them. This involves
developing strategies, plans and precise tactics, and allocating resources of people and
money.

Secondly, managers organize. They analyze and classify the activities of the
organization and the relations among them. They divide the work into manageable
activities and then into individual jobs. They select people to manage these units and
perform the jobs

Thirdly, managers practice the social skills of motivation and communication. They
also have to communicate objectives to the people responsible for attaining them.
They have to make the people who are responsible for performing individual jobs form
teams. They make decisions about pay and promotion. As well as organizing and
supervising the work of their subordinates, they have to work with people in other
areas and functions.

Fourthly, managers have to measure the performance of their staff, to see whether the
objectives set for the organization as a whole and for each individual member of it are
being achieved.

Lastly, managers develop people, both their subordinates and themselves.

Top managers have to manage a business‟s relations with customers, suppliers,

distributors, bankers, investors, etc. as well as deal with any major crisis.

Total Quality Management (TQM) is an approach that organizations use to improve

their internal processes and increase customer satisfaction. When it is properly
implemented, this style of management can lead to decreased costs related to
corrective or preventative maintenance, better overall performance, and an increased
number of happy and loyal customers. TQM is a management system or philosophy
for a customer-focused organization in which quality is an absolute priority and which
involves all employees in continual improvement of all aspects of the organization. In
short, it is an intensive, long-term effort to transform all parts of an organization in
order to produce the best product and service possible to meet customer needs.

51
 Practice
Exercise 1: Match each of the following major functions with the appropriate
definition.

Planning Arranging the relationships among work units for accomplishment

of objectives

Organizing Establishing, measuring, and evaluating performance of activities

toward planned objectives

Staffing Creating an atmosphere that will assist and motivate people to

achieve desired results

Directing Selecting and training people for positions in the organization

Controlling Predetermining a course of action for accomplishing organizational

objectives

Exercise 2: Match the verbs (1-7) with the preposition and phrases a)-g). A good
manager should:

1) respond. 2) listen. 3) Deal. 4) believe. 5) delegate. 6) communicate. 7) invest.

a) in their employees‟ abilities.

b) to a deputy as often as possible.

c) to employees‟ concerns promptly.

d) with colleagues clearly.

e) with problems quickly.

f) in regular training courses for employees.

g) to all suggestions from staff.

52
Exercise 3:

Complete the following sentences with these words. (achieved/manageable/board of

directors/performance/communicate/resources/innovations/setting/supervise)
1. Managers have to decide how best the human, physical and capital
………..available to them.

2. Managers-logically-have to make sure that the jobs and tasks given to their
subordinates are …………..

3. There is no point in ………….objectives if you don‟t …………..them to your staff.

4. Managers have to ……………..their subordinates, and to measure, and try to

improve their …………

5. Managers have to check whether objectives and targets are being……………..

6. A top manager whose performance is unsatisfactory can be dismissed by the

company‟s …………

7. Top managers are responsible for the …………..that will allow a company to adapt
to a changing world.

Exercise 4: write a composition in which you describe a good manager. Use words
and expressions from the previous exercises.

53
 SUPPORTS
Support 1: Grammatical Support: List of
Irregular Verbs of English

Infinitive Past Past Participle

arise Arose Arisen
awake awakened / awoke awakened / awoken
backslide backslid backslidden / backslid
be was, were Been
bear bore born / borne
beat beat beaten / beat
become became become
begin began Begun
bend bent Bent
bet bet Bet
bid (farewell) bid / bade Bidden
bid (offer amount) bid Bid
bind bound Bound
bite bit Bitten
bleed bled Bled
blow blew Blown
break broke Broken
breed bred Bred
bring brought brought
broadcast broadcast / broadcasted broadcast / broadcasted
browbeat browbeat browbeaten / browbeat
build built Built
burn burned / burnt burned / burnt
burst Burst Burst
bust busted / bust busted / bust
buy Bought Bought
cast cast Cast

54
catch caught Caught
choose chose Chosen
cling clung Clung
come came Come
cost cost Cost
creep crept Crept
crossbreed crossbred crossbred
cut cut Cut
deal dealt Dealt
dig dug Dug
disprove disproved disproved / disproven
dive (jump head-first) dove / dived Dived
dive (scuba diving) dived / dove Dived
do did Done
draw drew Drawn
dream dreamed / dreamt dreamed / dreamt
drink drank Drunk
drive drove Driven
dwell dwelt / dwelled dwelt / dwelled
eat ate Eaten
fall fell Fallen
feed fed Fed
feel felt Felt
fight fought Fought
find found Found
fit (tailor, change size) fitted / fit fitted / fit
fit (be right size) fit / fitted fit / fitted
flee fled Fled
fling flung Flung
fly flew Flown
forbid forbade forbidden
forecast forecast forecast
forego (also forgo) forewent foregone
foresee foresaw foreseen

55
foretell foretold Foretold
forget forgot forgotten / forgot
forgive forgave Forgiven
forsake forsook Forsaken
freeze froze Frozen
frostbite frostbit Frostbitten
get got gotten / got
give gave Given
go went Gone
grind ground Ground
grow grew Grown
hand-feed hand-fed hand-fed
handwrite handwrote handwritten
hang hung Hung
have had Had
hear heard Heard
hew hewed hewn / hewed
hide hid Hidden
hit hit Hit
hold held Held
hurt hurt Hurt
inbreed inbred Inbred
inlay inlaid Inlaid
input input / inputted input / inputted
interbreed interbred interbred
interweave interwove / interweaved interwoven / interweaved
interwind interwound interwound
jerry-build jerry-built jerry-built
keep kept Kept
kneel knelt / kneeled knelt / kneeled
knit knitted / knit knitted / knit
know knew Known
lay laid Laid
lead led Led

56
lean leaned / leant leaned / leant
leap leaped / leapt leaped / leapt
learn learned / learnt learned / learnt
leave left Left
lend lent Lent
let let Let
lie lay Lain
lie (not tell truth)
lied Lied
REGULAR
light lit / lighted lit / lighted
lip-read lip-read lip-read
lose lost Lost
make made Made
mean meant Meant
meet met Met
miscast miscast Miscast
misdeal misdealt misdealt
misdo misdid misdone
mishear misheard misheard
mislay mislaid Mislaid
mislead misled Misled
mislearn mislearned / mislearnt mislearned / mislearnt
misread misread Misread
misset misset Misset
misspeak misspoke Misspoken
misspell misspelled / misspelt misspelled / misspelt
misspend misspent Misspent
mistake mistook Mistaken
misteach mistaught Mistaught
misunderstand misunderstood Misunderstood
miswrite miswrote Miswritten
mow mowed mowed / mown
offset offset Offset
outbid outbid Outbid

57
outbreed outbred Outbred
outdo outdid outdone
outdraw outdrew outdrawn
outdrink outdrank outdrunk
outdrive outdrove outdriven
outfight outfought outfought
outfly outflew outflown
outgrow outgrew outgrown
outleap outleaped / outleapt outleaped / outleapt
outlie (not tell truth)
outlied Outlied
REGULAR
outride outrode Outridden
outrun outran Outrun
outsell outsold Outsold
outshine outshined / outshone outshined / outshone
outshoot outshot Outshot
outsing outsang Outsung
outsit outsat Outsat
outsleep outslept Outslept
outsmell outsmelled / outsmelt outsmelled / outsmelt
outspeak outspoke Outspoken
outspeed outsped Outsped
outspend outspent Outspent
outswear outswore Outsworn
outswim outswam Outswum
outthink outthought Outthought
outthrow outthrew Outthrown
outwrite outwrote Outwritten
overbid overbid Overbid
overbreed overbred Overbred
overbuild overbuilt Overbuilt
overbuy overbought Overbought
overcome overcame Overcome
overdo overdid Overdone

58
overdraw overdrew Overdrawn
overdrink overdrank Overdrunk
overeat overate Overeaten
overfeed overfed Overfed
overhang overhung Overhung
overhear overheard Overheard
overlay overlaid Overlaid
overpay overpaid Overpaid
override overrode Overridden
overrun overran Overrun
oversee oversaw Overseen
oversell oversold Oversold
oversew oversewed oversewn / oversewed
overshoot overshot Overshot
oversleep overslept Overslept
overspeak overspoke Overspoken
overspend overspent Overspent
overspill overspilled / overspilt overspilled / overspilt
overtake overtook Overtaken
overthink overthought Overthought
overthrow overthrew Overthrown
overwind overwound Overwound
overwrite overwrote Overwritten
partake partook Partaken
pay paid Paid
plead pleaded / pled pleaded / pled
prebuild prebuilt Prebuilt
predo predid predone
premake premade premade
prepay prepaid Prepaid
presell presold Presold
preset preset Preset
preshrink preshrank preshrunk
proofread proofread proofread

59
prove proved proven / proved
put put Put
quick-freeze quick-froze quick-frozen
quit quit / quitted quit / quitted
read read (sounds like "red") read (sounds like "red")
reawake reawoke reawaken
rebid rebid Rebid
rebind rebound rebound
rebroadcast /
rebroadcast rebroadcast / rebroadcasted
rebroadcasted
rebuild rebuilt Rebuilt
recast recast Recast
recut recut Recut
redeal redealt Redealt
redo redid Redone
redraw redrew redrawn
refit (replace parts) refit / refitted refit / refitted
refit (retailor) refitted / refit refitted / refit
regrind Reground reground
regrow Regrew regrown
rehang Rehung Rehung
rehear Reheard Reheard
reknit reknitted / reknit reknitted / reknit
relay (for example tiles) Relaid Relaid
relay (pass along)
Relayed Relayed
REGULAR
relearn relearned / relearnt relearned / relearnt
relight relit / relighted relit / relighted
remake Remade Remade
repay repaid Repaid
reread reread Reread
rerun reran Rerun
resell resold Resold
resend resent Resent

60
reset reset Reset
resew resewed resewn / resewed
retake retook Retaken
reteach retaught retaught
retear retore Retorn
retell retold Retold
rethink rethought Rethought
retread retread Retread
retrofit retrofitted / retrofit retrofitted / retrofit
rewake rewoke / rewaked rewaken / rewaked
rewear rewore Reworn
reweave rewove / reweaved rewoven / reweaved
rewed rewed / rewedded rewed / rewedded
rewet rewet / rewetted rewet / rewetted
rewin rewon Rewon
rewind rewound Rewound
rewrite rewrote Rewritten
rid rid Rid
ride rode Ridden
ring rang Rung
rise rose Risen
roughcast roughcast Roughcast
run ran Run
sand-cast sand-cast sand-cast
saw sawed sawed / sawn
say said Said
see saw Seen
seek sought Sought
sell sold Sold
send sent Sent
set set Set
sew sewed sewn / sewed
shake shook Shaken
shave shaved shaved / shaven

61
shear sheared sheared / shorn
shed shed Shed
shine shined / shone shined / shone
shit shit / shat / shitted shit/ shat / shitted
shoot shot Shot
show showed shown / showed
shrink shrank / shrunk Shrunk
shut shut Shut
sight-read sight-read sight-read
sing sang Sung
sink sank / sunk Sunk
sit sat Sat
slay (kill) slew / slayed slain / slayed
slay (amuse)
slayed Slayed
REGULAR
sleep slept Slept
slide slid Slid
sling slung Slung
slink slinked / slunk slinked / slunk
slit slit Slit
smell smelled / smelt smelled / smelt
sneak sneaked / snuck sneaked / snuck
sow sowed sown / sowed
speak spoke Spoken
speed sped / speeded sped / speeded
spell spelled / spelt spelled / spelt
spend spent Spent
spill spilled / spilt spilled / spilt
spin spun Spun
spit spit / spat spit / spat
split split Split
spoil spoiled / spoilt spoiled / spoilt
spoon-feed spoon-fed spoon-fed
spread spread Spread

62
spring sprang / sprung Sprung
stand stood Stood
steal stole Stolen
stick stuck Stuck
sting stung Stung
stink stunk / stank Stunk
strew strewed strewn / strewed
stride strode Stridden
strike (delete) struck Stricken
strike (hit) struck struck / stricken
string strung Strung
strive strove / strived striven / strived
sublet sublet Sublet
sunburn sunburned / sunburnt sunburned / sunburnt
swear swore Sworn
sweat sweat / sweated sweat / sweated
sweep swept Swept
swell swelled swollen / swelled
swim swam Swum
swing swung Swung
take took Taken
teach taught Taught
tear tore Torn
telecast telecast Telecast
tell told Told
test-drive test-drove test-driven
test-fly test-flew test-flown
think thought Thought
throw threw Thrown
thrust thrust Thrust
tread trod trodden / trod
typecast typecast Typecast
typeset typeset Typeset
typewrite typewrote Typewritten

63
unbend unbent Unbent
unbind unbound Unbound
unclothe unclothed / unclad unclothed / unclad
underbid underbid Underbid
undercut undercut Undercut
underfeed underfed Underfed
undergo underwent Undergone
underlie underlay Underlain
undersell undersold Undersold
underspend underspent Underspent
understand understood Understood
undertake undertook Undertaken
underwrite underwrote Underwritten
undo undid Undone
unfreeze unfroze Unfrozen
unhang unhung Unhung
unhide unhid Unhidden
unknit unknitted / unknit unknitted / unknit
unlearn unlearned / unlearnt unlearned / unlearnt
unsew unsewed unsewn / unsewed
unsling unslung Unslung
unspin unspun Unspun
unstick unstuck Unstuck
unstring unstrung Unstrung
unweave unwove / unweaved unwoven / unweaved
unwind unwound Unwound
uphold upheld Upheld
upset upset Upset
wake woke / waked woken / waked
waylay waylaid Waylaid
wear wore Worn
weave wove / weaved woven / weaved
wed wed / wedded wed / wedded
weep wept Wept

64
wet wet / wetted wet / wetted
whet REGULAR whetted Whetted
win won Won
wind wound Wound
withdraw withdrew Withdrawn
withhold withheld Withheld
withstand withstood Withstood
wring wrung Wrung
write wrote Written

65
 Support 2: List of Currencies of the World
What money do you use depends on where are you living or planning to travel.
Totally, there are 164 official national currencies circulating around the world.
Although the number of the independent countries is 197 plus about five dozen of
dependent territories. The matter is, that some of them don't have their own money and
officially use the foreign currency.
Thus the European euro is used in 35 independent states and overseas territories, the
United States dollar is used in 10 foreign countries and in the USA, the West African
CFA franc - in 8 and the Central African CFA franc - in 6 African states, the East
Caribbean dollar - in 6 Caribbean nations.
The world's most-traded currency is the US dollar with about 47% share of global
payments and 87% of the forex market's daily turnover. On the second place is the
Euro, having about 33% of the daily forex transactions and 28% share of the
international bank payments.

Country or territory Currency

Afghanistan Afghan afghani
Akrotiri and Dhekelia (UK) European euro
Aland Islands (Finland) European euro
Albania Albanian lek
Algeria Algerian dinar
American Samoa (USA) United States dollar
Andorra European euro
Angola Angolan kwanza
Anguilla (UK) East Caribbean dollar
Antigua and Barbuda East Caribbean dollar
Argentina Argentine peso
Armenia Armenian dram
Aruba (Netherlands) Aruban florin
Ascension Island (UK) Saint Helena pound
Australia Australian dollar
Austria European euro
Azerbaijan Azerbaijan manat
Bahamas Bahamian dollar
Bahrain Bahraini dinar

66
Bangladesh Bangladeshi taka
Barbados Barbadian dollar
Belarus Belarusian ruble
Belgium European euro
Belize Belize dollar
Benin West African CFA franc
Bermuda (UK) Bermudian dollar
Bhutan Bhutanese ngultrum
Bolivia Bolivian boliviano
Bonaire (Netherlands) United States dollar
Bosnia and Herzegovina Bosnia and Herzegovina convertible mark
Botswana Botswana pula
Brazil Brazilian real
British Indian Ocean Territory (UK) United States dollar
British Virgin Islands (UK) United States dollar
Brunei Brunei dollar
Bulgaria Bulgarian lev
Burkina Faso West African CFA franc
Burundi Burundi franc
Cabo Verde Cape Verdean escudo
Cambodia Cambodian riel
Cameroon Central African CFA franc
Canada Canadian dollar
Caribbean Netherlands (Netherlands) United States dollar
Cayman Islands (UK) Cayman Islands dollar
Central African Republic Central African CFA franc
Chad Central African CFA franc
Chatham Islands (New Zealand) New Zealand dollar
Chile Chilean peso
China Chinese Yuan Renminbi
Christmas Island (Australia) Australian dollar

67
Cocos (Keeling) Islands (Australia) Australian dollar
Colombia Colombian peso
Comoros Comorian franc
Congo, Democratic Republic of the Congolese franc
Congo, Republic of the Central African CFA franc
Cook Islands (New Zealand) Cook Islands dollar
Costa Rica Costa Rican colon
Cote d'Ivoire West African CFA franc
Croatia Croatian kuna
Cuba Cuban peso
Curacao (Netherlands) Netherlands Antillean guilder
Cyprus European euro
Czechia Czech koruna
Denmark Danish krone
Djibouti Djiboutian franc
Dominica East Caribbean dollar
Dominican Republic Dominican peso
Ecuador United States dollar
Egypt Egyptian pound
El Salvador United States dollar
Equatorial Guinea Central African CFA franc
Eritrea Eritrean nakfa
Estonia European euro
Eswatini (formerly Swaziland) Swazi lilangeni
Ethiopia Ethiopian birr
Falkland Islands (UK) Falkland Islands pound
Faroe Islands (Denmark) Faroese krona
Fiji Fijian dollar
Finland European euro
France European euro
French Guiana (France) European euro

68
French Polynesia (France) CFP franc
Gabon Central African CFA franc
Gambia Gambian dalasi
Georgia Georgian lari
Germany European euro
Ghana Ghanaian cedi
Gibraltar (UK) Gibraltar pound
Greece European euro
Greenland (Denmark) Danish krone
Grenada East Caribbean dollar
Guadeloupe (France) European euro
Guam (USA) United States dollar
Guatemala Guatemalan quetzal
Guernsey (UK) Guernsey Pound
Guinea Guinean franc
Guinea-Bissau West African CFA franc
Guyana Guyanese dollar
Haiti Haitian gourde
Honduras Honduran lempira
Hong Kong (China) Hong Kong dollar
Hungary Hungarian forint
Iceland Icelandic krona
India Indian rupee
Indonesia Indonesian rupiah
International Monetary Fund (IMF) SDR (Special Drawing Right)
Iran Iranian rial
Iraq Iraqi dinar
Ireland European euro
Isle of Man (UK) Manx pound
Italy European euro
Jamaica Jamaican dollar

69
Japan Japanese yen
Jersey (UK) Jersey pound
Jordan Jordanian dinar
Kazakhstan Kazakhstani tenge
Kenya Kenyan shilling
Kiribati Australian dollar
Kosovo European euro
Kuwait Kuwaiti dinar
Kyrgyzstan Kyrgyzstani som
Laos Lao kip
Latvia European euro
Lebanon Lebanese pound
Lesotho Lesotho loti
Liberia Liberian dollar
Libya Libyan dinar
Liechtenstein Swiss franc
Lithuania European euro
Luxembourg European euro
Macau (China) Macanese pataca
Madagascar Malagasy ariary
Malawi Malawian kwacha
Malaysia Malaysian ringgit
Maldives Maldivian rufiyaa
Mali West African CFA franc
Malta European euro
Marshall Islands United States dollar
Martinique (France) European euro
Mauritania Mauritanian ouguiya
Mauritius Mauritian rupee
Mayotte (France) European euro
Mexico Mexican peso

70
Micronesia United States dollar
Moldova Moldovan leu
Monaco European euro
Mongolia Mongolian tugrik
Montenegro European euro
Montserrat (UK) East Caribbean dollar
Morocco Moroccan dirham
Mozambique Mozambican metical
Myanmar (formerly Burma) Myanmar kyat
Namibia Namibian dollar
Nauru Australian dollar
Nepal Nepalese rupee
Netherlands European euro
New Caledonia (France) CFP franc
New Zealand New Zealand dollar
Nicaragua Nicaraguan cordoba
Niger West African CFA franc
Nigeria Nigerian naira
Niue (New Zealand) New Zealand dollar
Norfolk Island (Australia) Australian dollar
Northern Mariana Islands (USA) United States dollar
North Korea North Korean won
North Macedonia (formerly Macedonia) Macedonian denar
Norway Norwegian krone
Oman Omani rial
Pakistan Pakistani rupee
Palau United States dollar
Palestine Israeli new shekel
Panama United States dollar
Papua New Guinea Papua New Guinean kina
Paraguay Paraguayan guarani

71
Peru Peruvian sol
Philippines Philippine peso
Pitcairn Islands (UK) New Zealand dollar
Poland Polish zloty
Portugal European euro
Puerto Rico (USA) United States dollar
Qatar Qatari riyal
Reunion (France) European euro
Romania Romanian leu
Russia Russian ruble
Rwanda Rwandan franc
Saba (Netherlands) United States dollar
Saint Barthelemy (France) European euro
Saint Helena (UK) Saint Helena pound
Saint Kitts and Nevis East Caribbean dollar
Saint Lucia East Caribbean dollar
Saint Martin (France) European euro
Saint Pierre and Miquelon (France) European euro
Saint Vincent and the Grenadines East Caribbean dollar
Samoa Samoan tala
San Marino European euro
Sao Tome and Principe Sao Tome and Principe dobra
Saudi Arabia Saudi Arabian riyal
Senegal West African CFA franc
Serbia Serbian dinar
Seychelles Seychellois rupee
Sierra Leone Sierra Leonean leone
Singapore Singapore dollar
Sint Eustatius (Netherlands) United States dollar
Sint Maarten (Netherlands) Netherlands Antillean guilder
Slovakia European euro

72
Slovenia European euro
Solomon Islands Solomon Islands dollar
Somalia Somali shilling
South Africa South African rand
South Georgia Island (UK) Pound sterling
South Korea South Korean won
South Sudan South Sudanese pound
Spain European euro
Sri Lanka Sri Lankan rupee
Sudan Sudanese pound
Suriname Surinamese dollar
Svalbard and Jan Mayen (Norway) Norwegian krone
Sweden Swedish krona
Switzerland Swiss franc
Syria Syrian pound
Taiwan New Taiwan dollar
Tajikistan Tajikistani somoni
Tanzania Tanzanian shilling
Thailand Thai baht
Timor-Leste United States dollar
Togo West African CFA franc
Tokelau (New Zealand) New Zealand dollar
Tonga Tongan pa‟anga
Trinidad and Tobago Trinidad and Tobago dollar
Tristan da Cunha (UK) Pound sterling
Tunisia Tunisian dinar
Turkey Turkish lira
Turkmenistan Turkmen manat
Turks and Caicos Islands (UK) United States dollar
Tuvalu Australian dollar
Uganda Ugandan shilling

73
Ukraine Ukrainian hryvnia
United Arab Emirates UAE dirham
United Kingdom Pound sterling
United States of America United States dollar
Uruguay Uruguayan peso
US Virgin Islands (USA) United States dollar
Uzbekistan Uzbekistani som
Vanuatu Vanuatu vatu
Vatican City (Holy See) European euro
Venezuela Venezuelan bolivar
Vietnam Vietnamese dong
Wake Island (USA) United States dollar
Wallis and Futuna (France) CFP franc
Yemen Yemeni rial
Zambia Zambian kwacha
Zimbabwe United States dollar

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 Support 3: Business English Terminology in
English and French
A
account, current un compte courant
accountant un comptable
accounting system plan comptable
accounts department service comptable
accounts payable book livre des effets à payer
accounts receivable book livre des effets à recevoir
acknowledgement of order accusé de réception de commande
act of God un cas de force majeure, une catastrophe naturelle
addressing machine une machine à adresser
advertisement une publicité, une annonce
advertising la publicité
advertising agency une agence de publicité
advertising department le service publicité
advertising media les supports publicitaires, les médias
advertising, deceptive la publicité mensongère
after-sales service le service après-vente
agenda l'ordre du jour
agent un représentant
agent, clearing un agent en douane
agent, commission un commissionnaire
agent, forwarding un transitaire
agent, sole un agent exclusif
air waybill une lettre de transport aérien (LTA)
appointment une nomination
approval, on sous condition
articles of partnership (A/P), of association (A/A) les statuts de la
société
assembly line une chaîne de montage
assets l'actif
assets, current actif circulant, de roulement
assets, fixed les immobilisations
at carrier's risk (CR) aux risques du transporteur
at owner's risk (OR) aux risques du propriétaire
auction sale une vente aux enchères
75
auctioneer un commissaire priseur
audit the accounts, to vérifier, apurer les comptes
auditor un commissaire aux comptes
automatic debiting (transfer) prélèvement automatique
automatic teller machine (ATM) guichet (bancaire) automatique

B
bailiff un huissier
balance un solde
balance sheet le bilan
ban, to interdire
bank, merchant une banque d'affaires
bank, overseas une banque d'outremer
bankrupt un failli
bankrupt, to go faire faillite
bankruptcy la faillite
bankruptcy, to file a petition in déposer le bilan
bargain une affaire
bargain prices prix de soldes
bargain sale une vente en soldes
bid une offre, une soumission
bidder, a bidding company une entreprise adjudicataire ou
soumissionnaire
bill of exchange (B/E) une lettre de change
bill of lading (B/L) un connaissement
bill, accommodation une traite de complaisance
black, to be in the avoir un solde créditeur
board of directors conseil d'administration
bond un bon d'état
bond, in sous douane
bonus un prime
book an order, to enregistrer une commande
book of specifications le cahier des charges
book, to enter in the passer les écritures
bookkeeper un aide-comptable
bookkeeping la comptabilité (les écritures)
bookkeeping entries les écritures comptables

76
bookkeeping, double-entry comptabilité en partie double
bookkeeping, single-entry la comptabilité en partie simple
bookkeeping/accounts department le service de comptabilité
books, to keep the tenir les livres
borrower un emprunteur
bound by law, to be être légalement tenu
branch une agence, une succursale
breakdown une ventilation (des coûts)
broke, to be être fauché
broker un courtier
brokerage fee un droit de courtage
brown paper papier 'kraft'
browse, to feuilleter
bulk, in en grand volume, en vrac
bulky volumineux
business connections les relations d'affaires
buyer, potential un acheteur éventuel

C
cancel an order, to annuler une commande
carrier le transporteur
case une caisse
cash a cheque, to encaisser un chèque
cash book le livre de caisse
cash on delivery (COD) paiement comptant à la livraison
cash with order (CWO) paiement comptant à la commande
cash, to toucher, encaisser
cash, to be in être en fonds
cash, to be out of être à court d'argent
chain of stores, a une chaîne de magasins
chair a meeting, to présider une réunion
charge interest, to percevoir des intérêts
charge to an account, to imputer à un compte (crédit)
charges, freight frais de transport
charter party (C/P) une charte partie

77
check up un bilan de santé
check, to contrôler
cheque book carnet de chèques
cheque stub talon (de chèque)
cheque to bearer chèque au porteur
cheque without cover chèque sans provisions
cheque, certified chèque certifié
cheque, crossed un chèque barré
cheque, dud un chèque en bois
cheque, to cross a barrer un chèque
cheque, to stop a faire opposition à un cheque
civil servant un fonctionnaire
clearing bank une banque de dépôts
clearing house la chambre de compensation
cold-storage unit une chambre froide
collateral une caution pour un prêt
collection letter une lettre de recouvrement
company une société
company, private (Ltd.) une société à responsabilité limitée (SARL)
company, public (Plc.) une société anonyme (SA)
complaint une plainte
comply with, to se conformer à
compulsory obligatoire
computer un ordinateur
computerize, to mettre sur ordinateur, informatiser
concern une entreprise
consign expédier
consign goods, to expédier des marchandises
consignee le consignataire, destinataire
consignment note un bordereau d'expédition
consignor l'expéditeur
consultant un conseiller
consumer un consommateur
consumerism la défense du consommateur
consumption la consommation
container, air-tight un conteneur hermétique
containerization mise en conteneurs
containers, waterproof conteneurs étanches

78
contractor un entrepreneur
convey, to acheminer, transporter
conveyance le transport
copywriter un rédacteur publicitaire
cost price prix de revient
costs, operating les coûts d'exploitation
costs, production coûts de production
counterfoil un talon
crate une caisse à claire-voie
credit, to grant accorder du crédit
creditor un créancier
Custom House le bureau de douane
customer, prospective un client éventuel
customs duties droits de douane
customs entry déclaration en douane
customs officer un douanier
customs tariffs tarifs douaniers
customs unions unions douanières
cut price/rate à des prix réduits

D
damage les dégâts
damage, in case of en cas d'avarie
data processing l'informatique
date of maturity date d'échéance
debenture une obligation
debit note note de débit
debt une dette
debt, to settle a régler une dette
debtor un débiteur
decision, to make a prendre une décision
deeds des titres
delivered at frontier (DAF) rendu à la frontière
delivered duty paid (DDP) livré droits acquittés
delivered duty unpaid (DDU) livré droits non acquittés
delivery dates délais de livraison

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delivery note bon de livraison
delivery, overdue une livraison retardée
department un service
department store un grand magasin
department, legal le service contentieux
department, records le service des archives
department, staff le service du personnel
deposit account un compte de dépôts
deposit slip un bordereau de versement
designer un concepteur publicitaire
director un administrateur
disclose, to révéler
discount un escompte, une remise
discount a bill, to escompter une traite
discount rate le taux d'escompte
discount, rate of taux d'escompte
discount, to escompter
discount, trade escompte d'usage
dismiss, to licencier
dismissal un licenciement (pour faute)
dispatch, to expédier
display, to présenter, exposer
dispute (legal) un litige
draft une ébauche, une traite
draft, documentary une traite documentaire
draft, to back a avaliser une traite
draughtsman un dessinateur industriel
draw a bill, to tirer une traite
drawback le 'drawback' (remboursement des droits d'importation)
drawee le tiré
drawer le tireur
duplicate, in en double exemplaire
dutiable, to be être soumis aux droits de douane
duties, specific droits spécifiques
duty paid dédouané
duty, excise droit de régie, accises
duty-free goods marchandises exemptes de droits, libres à l'entrée

80
E-F
ex-warehouse (EXW) prix ex magasin
ex-works (EXW) prix départ usine
factory outlet un magasin de vente directe d'usine
fall due, to arriver à échéance
file, to classer
filing le classement
filing cabinet un meuble de classement
filing tray une corbeille à classement
fill in a document, to remplir un document
financial year l'exercice financier
flight un vol
flow chart un organigramme
foodstuffs produits alimentaires
foreman un contremaître
free carrier (FRC) franco transporteur
free of charge franco
freight, airborne le fret aérien
freight, sea transport maritime
freight, seaborne le fret maritime

G
general meeting l'assemblée générale
general office le secrétariat général
general partner associé gérant
general partnership une société en nom collectif
goods, consumer biens de consommation
goods, flawed marchandises présentant un défaut
goods, to clear dédouaner les marchandises
grade, to calibrer
grant a discount, to accorder une remise

81
handle with care manier avec soin
handling operations opérations de manutention
hardware l'équipent informatique
haul un trajet
haul, to transporter par la route
haulage, road le transport routier
head office le siège social
head storekeeper chef magasinier
hoisting device un appareil de levage
hold a meeting, to tenir une réunion
holder le titulaire, le porteur (d'un document)
home trade le commerce intérieur

I-J
import quotas les contingents d'importation
incur a loss, to subir une perte
indent une commande de l'étranger
induce people to buy, to pousser les gens à acheter
inquire/enquire about, to se renseigner
inquiry/enquiry une demande de renseignements
insolvency insolvabilité
inspection, on sur vérification
instrument of trade un effet de commerce
insurance les assurances
insurance company une compagnie d'assurance
insurance policy une police d'assurance
insurance, old age assurance vieillesse
insured person l'assuré
insurer l'assureur
invoice une facture
invoice, consular une facture consulaire
invoice, pro-forma une facture pro-forma
invoice, to make out an établir une facture
issue a document, to établir un document
issuing bank une banque d'émission
item un article
item, defective un article défectueux

82
joint-stock company une société de capitaux
just-in-time stock control gestion de stock zéro
K-L
keyboard un clavier (key une touche)
lawyer un juriste, un avocat
leaflet un dépliant
ledger, a un livre de comptes
Ledger, the le grand livre
lend money, to prêter de l'argent
letter of credit (L/C) une lettre de crédit
levy taxes, to prélever des taxes
liabilities le passif
liabilities, current dettes
liable to duty, to be être passible de droits
line un produit, un article
link un lien
list, packing une liste de colisage
litigation un litige
load, to charger
loan un prêt
loan, secured un prêt sur titres
loan, unsecured un prêt sans garantie

M
mail-order business la vente par correspondance
manage, to administrer, diriger, gérer
management la direction
market a product, to distribuer un produit
mass production la production en série
maturity, to come to venir à échéance
means of conveyance moyens de transport
measures, non-tariff des mesures non tarifaires
memorandum of association (M/A) acte constitutif
merge, to fusionner
merger une fusion
middleman un intermédiaire
mishandle, to malmener

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N-O
network un réseau
notice of tender un appel d'offres
notice of transfer avis de virement
office automation la bureautique
office equipment des machines de bureau
office, registered le siège social
one-man concern une entreprise individuelle
order form un bon de commande
order, money un mandat
order, standing ordre de prélèvement automatique
order, to commander
order, to meet an exécuter une commande
order, to place an passer une commande
output production, rendement
overcharged, to be être surfacturé
overdraft un découvert
overdraw, to tirer à découvert
overheads les frais généraux
owner un propriétaire

P
pack, to emballer (protection)
package, to emballer, conditionner
packer un manutentionnaire
partner un associé
partner, active un commandité, associé gérant
partnership une société de personnes
partnership, limited une société en commandite
partnership, to enter into former une société en nom collectif
passbook un livret d'épargne
payee le bénéficiaire
payment at sight un paiement à vue

84
payment received pour acquit
payroll le livre des salaires, les salaires
place of issue lieu d'émission
planning la planification
port of discharge un port de destination, port d'arrivée
port of loading port d'embarquement
premises les locaux
premium prime (d'assurance)
pricelist une liste de tarifs
prices, rock-bottom prix défient toute concurrence
prices, slashed prix sacrifiés
prices, unbeatable prix imbattables
principal un commettant
producer un producteur
profit un bénéfice
profit margins marges bénéficiaires
promissory note (P/N) billet à ordre
prompt cash comptant d'usage
prompt cash sale achat comptant
prosecuted, to be être poursuivi
protest un protêt
provisions (of a contract) dispositions
put in touch with someone, to be être mis en rapport avec quelqu'un

Q-R
quotation un devis, une cotation
quote a price, to fournir un prix
range une gamme
rate, tapering un tarif dégressif
real estate biens immobiliers
rebate un rabais
receipt un reçu (de paiement)
receipt, railway un récépissé
receipts les recettes
receiver, official l'administrateur judiciaire
red, to be in the être dans le rouge, avoir un découvert
refund, to rembourser
registered, to be être inscrit

85
Registrar of Companies le registre des sociétés
regulated, to be être régi
rent le loyer
rental une location
representative un représentant
request, to solliciter, prier
require, to exiger
retail outlet un point de vente
retail trade le commerce de détail
retire, to prendre sa retraite
retirement la retraite
roll on/roll off system le roulage

S
safe, a un coffre fort
sale, clearance une vente liquidation
sale, hire-purchase vente 'en leasing', location-vente
sales policy une politique de vente
sales terms les conditions de vente
salesman, travelling un voyageur de commerce
sample un échantillon
sample, by sur l'échantillon
sample, up to conforme à l'échantillon
save money, to économiser de l'argent
secretary, executive une secrétaire de direction
security, a un titre, une valeur
send, to expédier
settle a dispute, to régler un différend
settle in cash, to régler en numéraire, en espèces
shelf un rayonnage, une étagère
ship, to expédier (des marchandises)
shipment un envoi, une expédition
shipper l'expéditeur, agent d'expédition
shipping agent un agent maritime
shipping company une compagnie maritime
shipping department le service des expéditions
shipping documents documents d'expédition

86
shipping order une commande de l'étranger
shipping, container le transport par cadres (conteneurs)
shopkeeper un commerçant
shop-soiled défraîchi
sick leave congé de maladie
sickness benefits assurance maladie
silent partner (sleeping partner) un commanditaire, bailleur de fonds
slash prices, to casser les prix
software logiciels
sort, to trier
statement of affairs un bilan de faillite
statement of invoices relevé de factures
station, receiving la gare d'arrivée
stationery la papeterie
status le statut ou condition légal
stock une valeur, une action
stock control card une fiche de stock
Stock Exchange la bourse des valeurs
stock shortage rupture de stock
stock, to take faire l'inventaire
stock, unsaleable stock invendable
stockbroker un agent de change
store magasin
storekeeper magasinier
strike une grève
subsidiary une filiale
supplier un fournisseur
supply someone with something, to fournir quelque chose à
quelqu'un
supply, money la masse monétaire
survey une étude, une enquête

T
take over, to acheter, prendre la direction
tax authorities les services fiscaux
thrifty économe
Trade Courts tribunaux de commerce
trade, foreign le commerce extérieur

87
trade, wholesale le commerce de gros
trader un commerçant
trader, sole un commerçant indépendant
trustee un administrateur
turnover chiffre d'affaires

U-V
undercharged, to be être sous-facturé
underwriter un assureur (maritime)
unless otherwise agreed sauf indications contraires
utility bill une facture des services publics (gaz, électricité)
valuables les objets de valeur
Value Added Tax (VAT) Taxe sur la Valeur Ajoutée (TVA)

W
wagons, sealed des wagons scellés
warehouse le magasin
warehouse, bonded un magasin général de douane
warehouseman un magasinier
warehousing l'entreposage
warrant un warrant
waybill une feuille de route, lettre de voiture
wind up a company, to dissoudre une société
withdraw money, to retirer de l'argent
withdrawal un retrait
withdrawal slip un bordereau de remboursement
worker, skilled un ouvrier qualifié
wrap, to envelopper
wrapping la couverture (de protection)
writing, in par écrit

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References and Further Reading

Emmerson, P. (2007). Business English Handbook. Macmillan.

Ellis, M and C. Johnson (1994). Teaching Business English. Oxford University Press.

Hashemi, L., & Murphy, R. (2004). English Grammar in Use Supplementary Exercises
with Answers. Cambridge University Press.

Kevin Halion e-Anglais.com visited on March the 20th 2020 at 13hoo.

Murphy, R. (2012). English grammar in use. Ernst Klett Sprachen.

Nickerson, C., & Planken, B. (2015). Introducing Business English. Routledge.

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