Communication 2 4 PLANNING 52 UNIT 5 MANAGING PEOPLE 63 UNIT 6 CONFLICT 76 3 UNIT 1 BUYING AND SELL.

1st edition

COMMUNICATION 2


Table of Contents
UNIT 1: BUYING AND SELLING ...................................... 3
UNIT 2: CAREERS ............................................................. 19
UNIT 3: COMPANIES ........................................................ 37
UNIT 4: PLANNING ........................................................... 52
UNIT 5: MANAGING PEOPLE ........................................ 63
UNIT 6: CONFLICT ........................................................... 76


UNIT 1: BUYING AND SELLING
1. Vocabulary
STT
1
2
3
4
5
6
7
8
9
10
11
12
13
14

Từ vựng
Great deals (n)
A low deposit (n)
Interest-free credit (n)
Free delivery (n)
12 monthly payments (n)
A big discount (n)
Great after-sales service (n)
A convenience store (n)
A department store (n)
An online retailer (n)
A shopping centre/mall (n)
Manufacturer (n)
Wholesaler (n)
Bargain (v),(n)

15
16
17
18

Loyalty-card (n)
Money-back guarantee (n)
Guarantee/Warrantee (n)
Flagship store (n)

19
20
21

Goods in stock (n)
Out of stock (n)
Brochure (n)

22
23

Leaflets (n)
Hire (v)

24

Rent (v)

25

Lease (v)

Nghĩa
Ưu đãi
Khoản phí đặt cọc thấp
Thẻ tín dụng khơng tính lãi
Miễn phí vận chuyển
Chi trả hàng tháng trong vòng 12 tháng
Chiết khấu lớn
Dịch vụ hậu mãi/dịch vụ sau bán hàng
Cửa hàng tiện lợi (mở 24/7)
Bách hóa tổng hợp
Nhà bán lẻ online

Trung tâm thương mại
Nhà sản xuất
Nhà bán bn
(v) Mặc cả, (n) món hời (mua rẻ hơn so với
giá niêm yết)
Thẻ thành viên
Đảm bảo hoàn tiền/tiền hoàn lại
Bảo hành
Đại lý cấp 1/ Cửa hàng lớn nhất trong chuỗi
cửa hàng bán lẻ
Hàng còn sẵn trong kho
Hết hàng
Các thơng tin về các sản phẩm được đóng
thành quyển sách mỏng
Tờ rơi
Thuê người hoặc vật trong 1 thời gian ngắn
bao gồm dịch vụ
Thuê theo 1 thời gian ngắn 1-2 tuần, ít có sự
ràng buộc
Th trong 1 thời gian dài có hợp đồng ràng
buộc

3


2. Structures
2.1 Past time references:
+ Last week/month, ago,…
The special deals ended two months ago.
Last week, we sold 500 units – a record!

+ Preposition:
In
Months
I went on a business trip in August.
Years
He moved to Germany in 1999.
On
Dates
The goods left the warehouse on 9th
Days
April.
The offer finished on Monday.
From …
Beginning and end of a
They worked on the sales campaign
to …
period
from February to March.
For
A period of time
He lived in France for five years.
During
At some point in a period During October, we reached our sales
target for the year.

3. Grammar
3.1 Past Simple (Quá khứ đơn): S + V_ed + O
S + V(irregular) + O
I watched an advertisement yesterday.
+ We use the past simple to talk about completed actions in the past.

Last year, we increased our sales by 15 per cent.
+ We usually form the past simple by adding –d or –ed to the verb.
save – saved
launch – launched
export – exported
+ About 150 irregular verbs form the past simple differently.
cost – cost
be – was – were
grow – grew
spend – spent
give – gave
go – went
3.2 Modal verbs: must, have to, need to, should + Vbare infinitive
+ We use should or shouldn’t to give advice or make suggestions.
You should follow up all your leads.
You shouldn’t talk about yourself.
+ We use have to or need to say that something is necessary or very important.
I think you have to pay a sales tax.
I need to sell my car quickly.
+ We use don’t have to or don’t need to if something is not necessary.
You don’t have to make a sale the first time you speak to contact.
4


If you buy now, you don’t need to pay anything until next year.
+ must is very similar to have to.
You must sound and appear confident.
+ But mustn’t is not the same as don’t have to. We use mustn’t to say that somebody is
not allowed to do something.
You mustn’t sell cigarettes to anyone under age. (= Don’t sell cigarettes to anyone under

age.)

5


4. Practice
-A-

Ex: There are some good offers.
The buyer pays only a small amount of money at the
beginning.
The buyer pays some money every four weeks for a year.
There is no cost for transporting the goods to the buyer.
It doesn’t cost extra to pay over 12 months.

1
2
3
4
5
-B1
2
3
4

Find expressions which mean the following.

___________
___________
___________

Read this sentences. Does a buyer (B) or a seller (S) say them?

We offer great deals.
I’d like to place an order.
Do you give a guarantee?
I’d like to compare prices.

Cv

Great deals
___________






5
6
7
8

Are the goods in stock?
Can you pay a deposit?
We always deliver on time.
Can I make monthly payments?

Combine phrases from Box A with words from Box B to make word
partnerships.

A
after-sales
cooling-off

credit-card
method of

interest-free
money-back

loyalty-card
out of

B
Credit
period

details
scheme

guarantee
service

payment
stock

1. cooling-off period
2.
3.

4.

5.
6.
7.
8.

Use the definitions (1-8) below to help you.
1 Ex: The time when you can change your mind and
cancel an order
2 The name, number and expiry date on your payment
card
3 The way you pay for the goods you want
4 When you can pay some time after you buy, but no
extra cost
5 When the goods you require are not available
6 A promise to return your money if you are not happy
6

cooling-off period
_________________
_________________
_________________
_________________
_________________






7 The help you get from a company when you start to
use their product
8 Method for customers to obtain a discount on future
purchases from the same organisation
-D1
2
3
4
5
6

c. supplier
d. offer
c. offer
d. bargain
c. purchase
d. refund
c. storage
d. warehouse
c. distribute
d. manufacture
b. out of stock
d. interest-free credit

Match the sentence halves

1 We were all in agreement
2 Her new flat is near her

workplace
3 We didn’t have any more paper
in stock
4 They usually order online
5 They don’t have an online
catalogue
6 They say some of the goods are
damaged
1–c
-F-

_________________

Circle the odd word/phrase out in each group.

a. wholesaler
b. retailer
a. return
b. discount
a. return
b. exchange
a. stock
b. sale
a. dispatch
b. deliver
a. money-back guarantee
c. loyalty-card scheme

-E-

_________________

2–

3–

a) which means they don’t have to queue!
b) so we’ll have to exchange them.
c) so we didn’t have to discuss the deal
any further.
d) so she won’t have to drive to work
anymore.
e) so we had to order some more.
f) so we have to ask them to send us one.
4–

5–

6–

 1.1 Listen to the negotiation again and complete these sentences

1 Chen:

Yes, pollution is a big problem here. We’re trying all sorts of ideas to reduce
it … I see from your 1 _________ that a standard two-seater car will cost
about € 12,000.

2 Martin: If you order 10 vehicles, you’ll be paying us about €100,000, minus the 2%
2 __________ we offer a new customer.

3 Martin: We could possibly deliver by late August, all being well.
Chen: Mmm, that might be OK, if you can 3 ______________ by then.
4 Chen:

Good, how about the 4 ____________? We’d like a long period.

5 Chen: What about payment? Do you offer 5 ____________ terms?
Martin: I’m afraid not. It’s company 6 _______________ for a new customer. We
need payment by bank transfer on receipt of the goods. Oh, and we ask for a
7 ____________ of 20% of the value of the order.
7


5. Reading comprehension
Women on top in new sales industry survey

A new survey of the sales industry shows who sales professionals believe make the best
salespeople and the qualities needed in order to succeed.
1. A new survey of over 200 sales professionals has found that two-thirds of women and
over half of men believe that women make the best salespeople, underlining the growing
reputation of women in the sales industry.
2. The survey was carried out for Pareto Law, a recruitment and training company. It
questioned sales professionals on what they considered to be the most important qualities
for a salesperson. It also asked who would be most likely to succeed.
3. Both men (53%) and women (66%) agreed that women do make better salespeople,
with Hillary Clinton voted as the top female celebrity most likely to succeed in a career
in sales.
4. When asked why women make best salespeople, men believe the main reason is that
women are better at actually closing deal, while women stated they are better than men
when it comes to dealing with people. Other female skills highlighted included being

more organized and being able to handle more work, while male skills were identified as
strong personalities and selling skills.
5. Jonathan Fitchew, Managing Director of Pareto Law, said: “Television programmes
have increased people’s interest in the sales industry, but have also highlighted the
different approaches of men and women to the same sales issues.”
6. When it comes to the individual qualities required to become a successful salesperson,
men ranked honesty as most important (53%), while women placed most value on
personality (47%). Both agreed that integrity was also key, coming third overall (41%).
Good looks came at the bottom of the list, with only 3% of sales professionals ranking
this as important.
7. This focus on professionalism, rather than the hard sell, supports the fact that over half
of the sales professionals questioned believe that the reputation of sales has improved
over the last 10 years, with 55% of men and 47% of women considering this to be the
case.
8


8. Both men (87%) and women (86%) agreed that the top incentive for salespeople was
money, with the average sales executive expecting to earn between £25-35k, including
bonuses and commission, in their first year of work. Other incentives included verbal
praise, overseas holidays and cars.
Task 1: Read the article and match each of these headings (a-h) to one of the
paragraphs (1-8)
a)
Motivation
e)
Main finding of the survey
b)
Professionalism
f)

Why women make the best salespeople
c)
TV
g)
What the survey asked
d)
Personal qualities
h)
The woman who would make the best
salesperson
Task 2: What these numbers refer to in the article.
1 two-third __________________________________________________________
2 200
__________________________________________________________
3 53
__________________________________________________________
4 47
__________________________________________________________
5 3
__________________________________________________________
6 25-35
__________________________________________________________

9


UNIQLO: A GLOBAL SUCCESS STORY
Tadashoi Yani, the founder of
Uniqlo, is Japan’s richest
man. That’s not bad for

someone who started with a
single store in Hiroshima in
1984 and now has a global
retail business. The company
sells high-quality casual
clothes at low prices.
Uniqlo grew quickly in
Japan during the 1990s. In
1998, it had over 300 stores.
Following the good results in
Japan. Yani decided on global
expansion. It started with
stores in the UK in 2001. It
didn’t work. Most of the
stores were too small and in
the suburbs of city. In 2003,
Uniqlo closed most of them.
In 2005, Yani changed
strategy. The new strategy
was to open large stores in
major cities around the world.
The relaunch of Uniqlo began
in November 2006 with the
opening of a flagship store in

New York. Over the next two
years,
the
number
of

international stores went up
from 54 to 92, including
flagship stores in London and
Paris.
Yani also hired the German
designer Jil Sander in April
2009. Her role was to design a
collection for Uniqlo and to be
the creative consultant for the
company. The collection went
in sale in selected stores in
March 2010. In 2010, Uniqlo
made profit of ¥49.8 bn.
Yani sees Asia as a key
market for Uniqlo. In 2007, the
company had 26 stores across
Asia. The number increased to
64 at the end of 2010, including
a flagship store in Shanghai.
Yani’s plan is for another 500
stores over the next five years,
mainly in China. Yani also
aims to introduce Uniqlo stores
in the fast-growing Indian and
Brazilian markets.

Task 3: Decide whether these statements are true (T) or false (F). Correct the false
ones.
1
2

3
4
5
6

In the 1990s, Japan was Uniqlo’s main market.
Uniqlo had a lot of success when it entered the UK market in 2001.
Yani’s new global strategy was to open big stores in important cities.
At the end of 2008, Uniqlo had 92 international stores.
Yani hired Jil Sander to design all Uniqlo’s clothes.
Uniqlo opened 64 stores in Asia between 2007 and 2010.

Task 4: What these numbers refer to in the article:
1 1984
2 300
3 2003

____________________________________________________
____________________________________________________
____________________________________________________
10


4
5
6
7
8

2005

November 2006
April 2009
¥49.8 bn
64

____________________________________________________
____________________________________________________
____________________________________________________
____________________________________________________
____________________________________________________

11


6. Case study
* Note: Process of Case study
Step 1: Homework: Students prepare speaking content in accordance with the
information and the tasks below.
Step 2: Vietnamese teachers guide students about case study.
Step 3: Students practice speaking with Foreign teachers.

Case 1:
NP INNOVATIONS
Which gift will be the next best-seller?

Background
NP Innovations (NPI) is the group of stores in Seattle, US, selling gifts for the home,
office and travel. At present, the company is looking for an exciting product to add to its
toy or sports goods sections.
 1.2 Listen to a conversation between a general manager and Jim, a buyer at NPI’s main

store.
Discuss these questions. If necessary, listen again.
1. Why was the electronic tennis game so successful?
2. What products does Jim mention?
3. What are Jim’s reason for suggesting each product?

Useful Language
DESCRIBING A
PRODUCT
It’s stylish and fashionable.
It’s very popular model.
It’s our best-selling product.
It’s made of leather /wood
/plastic /steel /aluminium.

COLOURS
It comes in three colours.
We often it in four colours.

FEATURES
It has a unique design.
You can close it easily.

WEIGHT
It weighs about half a kilo.
It’s lightweight.
It’s quite heavy

PRICE
The trade price is 50 euros.

It costs 65 euros.
It’s just 75 euros.

12


TASK

TARGET MARKET
It’s aimed at stylish women.
The target market is young
women who want to look
good.

MEASUREMENTS
It’s just 35 centimetres
long.
It’s 25 centimetres high.
It’s 15 centimetres wide.

DELIVERY
We can deliver within three
days.
We’ll deliver within a
week.
The price includes postage
and packaging.
1. Work in groups of three. Read the description of your product and note down
the key points. (page 14)
- Student A: Skateboard ‘Inside track’

- Student B: Robot ‘Mememe’ Toy
- Student C: RC1 Spaceship Toy
2. Tell each other about your product and complete the chart below for the other
two products.
PRODUCT INFORMATION
Product name
Inside track
Mememe
RC1 Spaceship
Product description
Price
Target market
Colours
Selling points
Discounts
3. In groups, discuss the products. Decide which one the company should buy
for its stores, with your reasons.
4. Present your group’s decision to the rest of the class. Give reasons for your
choice.

13


Student A: Skateboard ‘Inside track’
- Manufacturer: Elite Sports Goods
- Product description: a two-wheel skateboard; very fast, doesn’t make much
noise; best-selling skateboard in China and Brazil
- Price: $60.
- Target market: skateboarders aged 15+.
- Colours: eight bright colours.

- Selling points: Skateboards have colourful designs by a famous artist; Jeff
Rollins, skateboard champion, advertises the product
- Discounts: 15% for orders over 3,000 items
Student B: Robot ‘Mememe’ Toy
- Manufacturer: WCTV Enterprises
- Product description: a small battery-operated robot; made of plastic and
rubber; wears big rubber boots; talk in a funny voice, always about itself; based
on a character in a TV programme.
- Price: $30.
- Target market: children aged 5+.
- Colours: red and yellow.
- Selling points: Can sing five songs; goes fast backwards.
- Discounts: 6% for new customers
Student C: RC1 Spaceship Toy
- Manufacturer: Toys Unlimited.
- Product description: a radio-controlled spaceship, made of plastic and steel;
goes backwards and forwards; can turn 360 degrees.
- Price: $40.
- Target market: children aged 3+.
- Colours: blue and green.
- Selling points: Press a button and the front rises; hand control easy to use.
- Discounts: 5% for new customer, 3% for early payment

14


Case 2:
A PARTNERSHIP AGREEMENT
How can a jet charter company stay ahead of the competition?

Background
EPJS (Executive and Private Jet Service) is a jet charter company. It arranges travel in
private jets for top executives and VIPs (very important people). It provides a customised
service, looking after all its customers’ requirements, from booking tickets to transporting
air travellers to their final destinations.
It is currently negotiating a partnership agreement with the Megaluxe hotel, providing the
customer has not expressed a preference for another hotel. Based in Stuttgart, Germany,
Megaluxe has five-star hotels across Europe, Asia and South America. EPJS has agreed
to give Megaluxe ‘preferred partner status’. This means that EPJS will always reserve
rooms for its customers in a Megaluxe hotel, providing the customer has not expressed a
preference for another hotel.
EPJS is a fast-growing company, but it is facing strong competition from other charter
airlines. To beat the competition, it must offer customers a very attractive package: goodvalue prices, special assistance at airports, superb hotel accommodation and outstanding
service.
EPJS and Megaluxe have met several times. They are now ready to negotiate some of the
key terms of the contract.
 1.3 Listen to a conversation between a director of EPJS and a director of Megaluxe.
They are discussing the agenda for the negotiation. Note down the agenda items.
EPJS customer profile (% of total customers p.a.)
1
2
1 *Super-wealthy
1%
5
2 **Wealthy
3%
4
3 Business executives 82%
3
4 VIPs

6%
5 ***Other
8%
* Very high net worth (over $30 million)
** High net worth (over $1 million)
*** Clients chartering for special events, e.g.
celebration trips, family reunions, sports-team travel,
bands on tour, etc.

Useful language
STATING AIMS
We’re interested in buying
10 cars.
We’d like to start the
scheme in June.

REJECTING
SUGGESTIONS

GETTING AGREEMENT
That’s very reasonable,
I’m afraid not. It’s company don’t you think?
policy.
That sounds a fair price to
I’m sorry, we can’t agree to me.
that.
Fine./OK./Great!
15

We must have delivery as
soon as possible.

Unfortunately, we can’t do
that.

MAKING CONCESSIONS
We could possibly deliver
by August.
That could be all right, as
long as you pay more for a
longer period.
We can do that, providing
you make a down payment.

BARGAINING
If it works, we’ll increase
the order later on.
If you increased your order,
we could offer you a much
higher discount.
That might be OK if you
can guarantee delivery by
then.

FINISHING THE
NEGOTIATION
Right, we’ve got a deal.
Good, I think we’ve covered
everything.

OK, how about dinner
tonight?

SUITES ROOMS
RESTAURANT SPA BARS POOL INDOOR TENNIS GOLF COURSE
BUSINESS CENTRE CONCIERGE SERVICE
RESTROOMS
MEETING ROOMS

Welcome to Megaluxe hotels

TASK

 Every modern
convenience
 Splendid views of the
city
 Elegance, luxury,
relaxation

ROOM RATES
Format
Platinum Suite
Gold Standard
Executive Standard

Arrangement
Suite
Double room
Double room

Rate per night
$4,000 per night
$1,000 per night
$850 per night

Work in groups.
Group A: You are directors of Megaluxe.
Group B: You are directors of EPJS.
Read your role cards and prepare for the negotiation. Use the agenda items
that you noted down during the telephone call. Try to agree on a partnership
deal.
16


Group A:
You are directors of Megaluxe. There are points you need to negotiate, together
with your negotiating position on each one.
Negotiating
point
Length of
contract
Suite/rooms

Services

Rates

Advertising

Your position
Three years, then re-negotiate
You can offer:
Type of room

Number

Nights per Location
year
Platinum Suite
1
30
All
countries
Gold Standard
20
100
Europe, Asia,
but not Latin
America*
Executive Standard 15
80
All
countries
* not enough rooms in Latin America
You can offer:
Platinum Suite
Breakfast, free bar and all facilities and
services, except lunch and evening
meals

Gold Standard
Breakfast + no payment for spa, pool,
meeting rooms, business centre, sports
facilities
Executive Standard Breakfast + no payment for pool,
meeting rooms, business centre. All
other meals and services require extra
payments.
You can offer these discounts on advertised prices:
Platinum Suite
10%
Gold Standard
8%
Executive Standard 6%
You want EPJS to include information about your hotels in
all its advertising.
You will pay 20% of the advertising costs.

17


Group B
You are directors of EPJS. These are the points you need to negotiate, together
with your negotiating position on each one.
Negotiating
point
Length of
contract
Suite/rooms

Services

Rates

Advertising

Your position
One year, then re-negotiate if successful, e.g. We’d like a oneyear contract.
After that, a longer period if we’re happy,
You want to reserve for your clients:
Type of room
Number Nights per
Location
year
Platinum Suite
1
20
All countries
Gold Standard
10
50
All countries
Executive Standard 20
100
All countries
You want:
Platinum Suite
All meals + hotel facilities/services
Gold Standard
Breakfast + all hotel facilities

Executive Standard Breakfast + pool, spa, business centre
For each rate, you want:
Platinum Suite
20% discount on the advertised rate
Gold Standard
10% discount on the advertised rate
Executive Standard 5% discount on the advertised rate
You will include information about Megaluxe hotels in all your
advertising.
Megaluxe must pay 40% of the total advertising budget.

18


UNIT 2: CAREERS
1. Vocabulary
STT
1
2
3
4
5
6
7
8
9
10
11
12
13

14
15
16
17
18
19
20
21
22
23
24
25
26
27
28
29
30
31
32
33
34
35
36

Từ vựng
Career move (n)
Career break (n)
Career plan (n)
Career opportunities (n)
Career path (n)

Career ladder (n)
A promotion (n)
A part-time job (n)
A nine-to-five job (n)
A pension (n)
Motivate (n)
Deal with = Cope with (v)
Lawyer (n)
Nurse (n)
Professional footballer (n)
Accountant (n)
Fashion model (n)
Postal worker (n)
Firefighter (n)
Teacher (n)
Advertising executive (n)
Air-traffic controller (n)
Architect (n)
Sales assistant (n)
Target (n)
Deadline (n)
Set up (v)
Be in charge of (v)
Demonstrate (v)
Curriculum Vitae (n)
Freelancer (n)
Retirement (n)
Commission (n)
Overtime (n)
Overcomplicate (v)

Maintain clarity (n)

Nghĩa
Chuyển việc, bước tiến trong sự nghiệp
Thời gian nghỉ việc
Kế hoạch sự nghiệp
Cơ hội nghề nghiệp
Định hướng nghề nghiệp
Nấc thang sự nghiệp
Sự thăng tiến
Việc làm bán thời gian
Việc làm hành chính
Lương hưu, tiền trợ cấp
Khuyến khích, thúc đẩy
Xử lý, giải quyết
Luật sư
Y tá
Tuyển thủ bóng đá chun nghiệp
Kế tốn
Người mẫu thời trang
Nhân viên bưu chính
Lính cứu hỏa
Giáo viên
Giám đốc quảng cáo
Nhân viên kiểm sốt khơng lưu
Kiến trúc sư
Nhân viên bán hàng
Mục tiêu
Thời điểm phải làm xong cái gì, thời hạn cuối cùng
Thiết lập

Chịu trách nhiệm về việc gì
Bày tỏ, biểu lộ, giải thích
Sơ yếu lý lịch
Nghề nghiệp tự do
Nghỉ hưu
Tiền hoa hồng
Làm thêm giờ
Phức tạp hóa
Duy trì sự sáng suốt

19


2. Structures
2.1 Tell me about yourself/Can you introduce yourself?
Ex: My name is A. I’m 25 years old and I live in Hanoi. I have 3 years’ experience in
Marketing. In my free time, I usually watch movies, reading books about Marketing and
read news on the Internet.
2.2 What is your biggest strength/weakness?
Ex: I’m not really good at designing. However, currently, I’m taking a designing class to
improve the skill. The class is expected to end in 1 month so my design skill will get better
soon.
2.3 Why do you want this job?
Ex: I have considerable experience in Marketing. I can easily adapt to changes and I am
willing to learn. Besides, I have always wanted to work in the field of F&B (Food &
Beverage) and spent so much time to read about this industry. With my knowledge and
enthusiasm, I think I can do well in this position.
2.4 What do you know about our company?
Ex: I understand that X is one of the most popular company in the country. Everyone has
at least one of your products in their houses and it shows me that X plays an essential role

in our life. That’s what I really admire and I hope that by joining the company I can create
the same value.
2.5 What are your salary expectation?
Ex: I want my salary to fit my qualifications and experience.
2.6 Why did you leave your job?
Ex: The reason why I left my job is because I found the old job boring and I wanted to find
more challenges. I don’t want my feeling to affect the company, that’s why I left.
2.7 What is your short-term goal?
Ex: In the short-term, I want to grow in a position that allows me to use the entirety of my
skill set rather than just a few of my abilities. In previous roles, I wasn’t able to fully use
all of my abilities. In the near future, I’d also love the opportunity to learn and master new
skills in my field.

3. Grammar
3.1 Modal verbs: ability, requests and offers
+ Modal verbs are very common in English.
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a. Making a request:
A: Can you help me?
B: Could you say that again, please?
b. Making an offer:
A: Can I help you?
B: Would you like a cup of coffee?
c. Describing ability:
A: I can speak Polish and Russian.
B: She could read and write before she was three.
3.2 Present perfect: S + have/has + PII
+ We use the present perfect to talk about situations that began in the past and continue in

the present.
I have worked for IBM for five years. (And I’m still working here now.)
They have lived in Barcelona for two years. (And they are still living there now.)
+ We often use the present perfect to talk about life experiences.
I have had three jobs since I left university.
She hasn’t had any experience in marketing.
Have you ever worked abroad? – Yes, I have./No, I haven’t.
+ The present perfect is formed with have/has + the past participle of the main verb.
3.3 Past Simple (Quá khứ đơn): S + V_ed + O
S + V(irregular) + O
+ We use the past simple to talk about completed actions that happened in the past.
In 1990, I worked in Mexico City for a year. (I now work in another place.)
I changed my job last year.
3.4 Past simple or present perfect?
+ When we first give news, we often use the present perfect. When we give or ask for
more details, we often change to the past simple.
I’ve found your file. – Oh great. Where did you find it?
John has gone to Tokyo. He left last night.
+ We use the past simple with expressions of finished time.
I met her last November.
+ We use the present perfect with expressions of time that take us up to the present.
He’s been CEO since the beginning of last year. (He is still CEO)
So far, we haven’t had any news.
+ We do not use the present perfect with expressions of finished time.
(NOT I have received a reply yesterday.)
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4. Practice
-A-

Complete the advertisement below with the verbs from the box. Use the
words in brackets to help you

cope with
train

develop
deal with

improve
manage

increase
motivate

lead
organise

set up
plan

KARADA MODE PLC
EUROPEAN MANAGER €95K + CAR
Are you the person we are looking for?

THE ROLE
We are looking for a talented person for this position. In this exciting job, you will need
to:


lead
1 a team of 25. (be in charge of)
 _________ 2 a new branch in Amsterdam. (start)
 _________ 3 new staff. (teach)
 _________ 4 sales in all market (make more)
 _________ 5 new products. (create)
 _________ 6 communication between our head office and local branches. (make
better)
 _________ 7 strict deadlines and work well under pressure. (manage)

THE PERSON
In your present job, you:
 _________ 8 a large department in the clothing industry. (control)
 _________ 9 budgets. (think about the future)
 _________ 10 sales conferences and trade exhibitions. (arrange)
 _________ 11 customers, supplies and their problems. (take action)
 _________ 12 employees and sales teams to get the best results. (encourage)
-B-

Choose the best word (a, b, or c) to complete each space in the advert.

Lambrois 303
Your careers guidance service
If you don’t have a career ___________ 1 in mind or if you are tired of your old nine-tofive __________ 2 and want to make a career __________ 3, you can just call us on the
telephone number below to find out how we can help you.

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We will work with you to understand what is really important to you. For example, are

you more interested in _________ 4 a lot of money or in having the opportunity to
_________ 5 the career ladder?
Our experienced counsellors will also review your existing skills, experience and
________ 6 to help guide you into a role that will be right for you. They may also ask
you to _________ 7 a psychometric test to help them to understand what areas of
_________ 8 suit you best. Maybe you are thinking of a job in finance but are you really
good with ________ 9? Or a position in __________ 10 resources but do you really enjoy
dealing with people and their needs?

Don’t delay, call us today on: 020 72489894
1
2
3
4
5
6
7
8
9
10
-C-

a) ladder
a) work
a) move
a) doing
a) climb
a) diplomas
a) give
a) employment

a) figures
a) personnel

b) path
b) job
b) training
b) earning
b) follow
b) levels
b) make
b) progress
b) counts
b) staff

c) opportunity
c) employee
c) break
c) taking
c) earn
c) qualifications
c) do
c) job
c) maths
c) human

Complete each sentence with the correct form of an item from the box.
to involve to be in charge to deal to look

to make sure to be responsible

1

Lev Migachov works in search and development. His job
new products and new ideas.

2

Suzana Lonza is the receptionist. She ___________ after visitors and takes messages.

3

Nadine Deschamps works for HR. She ___________ with staff problems, as well as
with recruitment and training.

4

Linda Eriksen is our Quality Control Inspector. She ___________ for monitoring our
products and trying to improve their quality.

5

Jose Manzano is our Security Officer. He ___________ that our staff and premises
are protected against crime.

6

Hans Reiter is our new Maintenance Engineer. He checks all our equipment regularly
and _____________ of all repairs.

1 - involves

2

3

4

23

5

involves

developing

6


-D-

 2.1 Listen and choose the best response, a), b) or c), for each question you
hear.
1 a)
b)
c)
2 a)
b)
c)
3 a)
b)

c)
4 a)
b)
c)
5 a)
b)
c)
6 a)
b)
c)

Nothing. I enjoyed all of it
Yes, of course. Things like working to tight deadline.
Well, I was Assistant Office Manager
I saw the advertisement in The Norwich Herald
I’ve worked for Alfitel for three months and I’m really enjoying it
I think I have the right qualifications and experience and I need a
challenge.
I didn’t have an opportunity to use my leadership skills.
No, I didn’t. It was a very boring place.
I’d like to be Project Manager.
Cycling, playing chess and I love classical music.
Well, I don’t like paperwork.
I’m a good team worker and I work well under pressure.
I think people can learn a lot from each other.
I can work one weekend every month.
Yes, I have negotiated contracts with important clients.
Yes, you can contact me any day after 2.30.
I have included their details in my CV.
Yes, of course. I have informed both of them.

1-b
-E-

2

3

4

5

6

Complete the telephone conversation with the correct form (past simple or
present perfect) of the verbs in brackets.
Rose:

Michelle:

Rose:
Michelle:

Rose:
Michelle:
Rose:
Michelle:

Hi, Michelle. I’m calling about our advert for the post of personal
assistant. Has anybody expressed (anybody/express)1 any interest

yet?
Yes, it’s all going very well. We ____________ (receive)2 31
applications so far and yesterday alone about ten people
____________ (phone)3 for further details of the job.
Excellent. So how many applicants ___________ (you/select)4?
Well, I ________ (start)5 working on the selection as soon as I
________ (arrive)6 this morning. I’m afraid I ________ (not/finish)7
yet, but I _______ (already/select)8 eight candidates, all with the right
qualifications and experience.
Very good. __________ (you/invite)9 them for interview yet?
Well, no. I ___________ (think)10 you’d like to have a look at all the
applications yourself first.
I won’t be back in the office until Friday, I’m afraid, so just go ahead,
Michelle. You know I trust you 100 per cent!
Thanks. OK then. I’ll finish selecting candidates and invite them for
interview as soon as I _________ (finish)11 the conference
24


programme. I ________(not/have)12 time to deal with it yesterday,
with all those phone calls.
-F-

Study the examples. Then complete the dialogues below with could or was
able to.
 could (general ability)
A:
Can you use a PC?
B:
Yes, I can. In fact, I could use a PC when I was 10!

 was able to (one occasion)
A:
So were you late for the interview?
B:
No. Sue gave me a lift, so I was able to get there in time.
1

2
3
4

5

A:
B:

What the foreign languages can you speak?
I ___________ speak Italian quite fluently when I was child but I’ve
forgotten a lot.
A:
What was your greatest achievement in your previous job?
B:
Well, I __________ reorganize the Sales Department in a month.
A:
What did you like best about your previous job?
B:
My boss really trusted me so I __________ use my own initiative.
A:
So you worked in Turkey three years ago. Could you give us some
details?

B:
Certainly. As a matter of fact, I ________ win a very big contract.
A:
So how did the interview go?
B:
Fine, I think. I ___________ answer all the questions!

25