AELA_E1002_SESI_SG
.pdfJumeirah. “The clients only belong to the upper echelons of the society. They may not respond to mailing. So the best strategy is to go to them through recommendations from existing customers. We also make phone contacts and organize promotional events with golf and a dinner or some exotic show. Of course, there is also a short presentation on the property, but that’s soft selling.
Palm Jumeirah is one of the prime locations to live in. It is an artificial island in the shape of a palm tree and has the most modern amenities. We sometime fly prospective clients to the locale so they can see the place for themselves. This works well with the clients who are conscientious.
Dana was earlier working for the marketing research wing of the company. But now she has moved to sales as it offers greater scope for development. I’m enjoying my job at the moment. In the future, I would also like to do some sales training and share with others the secrets of my success.
2. Read the text again and answer these questions.
1.Why is Palm Jumeirah called the Eighth Wonder of the World?
2.Mention any two strategies Dana uses to sell property.
3.What does Dana want to do in the future?
18.2.2 Opinion
Would you like to sell 5-star property? Why? Why not?
18.3 Helpful Vocabulary
18.3.1 Exercise
1.Match the terms used in Sales with their correct definitions.
|
Selling Terms |
|
Definitions |
1. |
cold calls |
a. |
money paid to sales representatives for sales made |
2. |
commission |
b. |
telephoning new contacts to tell them about products |
3. |
soft selling |
c. |
method of selling which uses indirect technique |
18.3.2 Class Activity
Work with a partner.
Ask and answer questions using some of the vocabulary learnt in this unit.
Example:
What do you think of cold calls as a promotion technique?
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18.3.3 Exercise
1.Two part verbs are an important aspect of English language. Complete the sentences using the correct verb that would be a part of the two-part verb. The meanings are given at the end of the statements as highlighted text.
a.I am sure the expenses will ________ (go/travel/come) down next year. (fall)
b.Sales will ________ (put/take/come) off after the new advertisement. (increase a lot)
c.We are planning to ________ (give/put/take) away three cars as promotion next month. (to offer without payment)
18.3.4 Class Activity
Work in pairs.
Student A plays the role of a manager interviewing candidates for the post of Sales Executives in your company. You need to assess if he/she has good sales skills.
Student B plays the role of a prospective candidate (interviewee).
18.4 Leading Effective Meetings
Do you often have official meetings with colleagues or associates? Do you ever chair those meetings?
Listen to the team meeting that Charles chairs.
18.4.1 Conversation
Charles: Shall we get started? Does everybody have a copy of the agenda? Good. So we need to decide when to launch our new product.
Gwen: Definitely June. That is when schools are closed and children have a lot of free time. I think June is the right time to….
Bob: But there’s hardly two months for June and I don’t think our product will be ready by then….
Charles: Sorry Bob. Sorry to interrupt. Can we let Gwen finish first?
Gwen: Like I was saying, we can speed up the work and
try to release the product by June to establish it in the market. Charles: Yes Bob, what were you saying?
Bob: Well, I was just worried about the production. But I think that can be managed with a little extra effort.
Charles: So does everybody agree with June? Good. So it’s decided. We launch it in June.
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18.4.2 Exercise
Listen to the conversation during the meeting and note down the objective and decision.
Objective
Decision
18.4.3 Exercise
Complete the table with the phrases that you heard from the meeting conversation.
Start the meeting
Check agenda
State objective
Give positive feedback
Clarify a point
Interrupt the conversation
Deal with interruptions
Clarify decision
Fix next meeting
Close the meeting
18.4.4 Class Activity
Use this agenda to hold a meeting in your group. Take turns to lead the meeting.
Agenda
Meeting to control disturbance due to the excessive use of mobile phones in the office
Objective
To control the use of personal phones in the office
Information
There have been frequent complaints of disturbance due to employees talking on their personal phones in the office.
Possible actions
Do not allow mobile phones inside the office. Employees can use the office phones to make urgent calls.
Ask employees to keep the phone on silent mode.
Ask employees to go out to the reception area to talk on the phone.Nothing. Curbing people’s freedom may have a negative impact Other actions…
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UNIT
Zest for Cinema 19
Objectives
The learner will be able to:
Talk about his/her choice of films.Use vocabulary related to cinema.
19.1 Entertainment
What forms of entertainment are available in your town? Which ones do you recommend for visitors?
19.2 Advising and Recommending
19.2.1 Exercise
Use the phrases in the box to complete the dialogues.
Can you recommend
I would say you should
I think the best one’s
Why don’t you try
A:My aunt’s visiting from New Jersey. Any idea where I can take her?
B:There’s a flower exhibition in the town. (1) _______________ that?
A:I think she’ll like it. Thanks.
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A:I am taking my colleagues out for dinner. (2) _______________
a good Italian restaurant?
B:Yes, I can. (3) _______________ Little Italy. It’s even got an award this year.
A: That sounds good. We’ll go there.
A: I am planning to go to Ireland next month. Do you think I should book a hotel in advance?
B: (4) _______________ do so. The Internet has many good options. A: OK. I’ll try doing that.
19.2.2 Class Activity
Work in pairs. You have a client coming in next week and would stay in your city for a week. Your HR Manager has given you the task of suggesting entertainment options for the client during his/her stay. Discuss with your partner and come up with dialogues to suggest restaurants, plan visits to local entertainment spots and guiding the client on a culture tour of your city.
19.3 Experiencing Big Ideas on Big Screen
We interviewed Elsie and Stuart about their choices in movies.
19.3.1 Conversation
Interviewer: What kind of movies do you like Elsie?
Elsie: I like entertaining movies. You know action, thrillers—I don’t enjoy horror though. Most of the time, I find it silly. And I don’t like those killer monsters. But I like aliens and the outer space movies.
Stuart: I like science fiction too. My favourite is still E.T. It’s about an alien but it’s sweet and warm. I first saw it as a child.
Elsie: I don’t much care about sweet and happy ending stories or romances. I much prefer guns and bullets.
Interviewer: Do you have a favourite actor?
Stuart: Tom Hanks. I love all his movies. The best, of course, is Philadelphia.
Elsie: I go by directors. I like Spielberg and Tarantino. Interviewer: Do you think the Internet will kill cinema?
Stuart: It could. It’s not very often that we go out to watch movies nowadays.
Elsie: I don’t think so. The big screen is an experience by itself. It’s not just the movie. It’s also being with friends, eating out and sharing good times.
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19.3.2 Exercise
1.Listen to the interview and state whether the following statements are true or false.
a.Stuart likes action movies. _________
(True/False)
b.Elsie watches a lot of romances.
_________ (True/False)
c.E.T. is Stuart’s favourite science fiction movie. _________ (True/False)
d.Elsie thinks cinema does not have a threat from the Internet. (True/False)
19.4Exploring Films and Cinema
2.Listen to the conversation again and answer the following questions.
a.Who is Stuart’s favourite actor?
b.Mention two things that Elsie likes about going to the cinema.
c.What does Stuart like about E.T.?
19.4.1 Exercise
Match the movies with their genres.
Genre |
Movie |
Animation |
Titanic |
Crime |
The exorcist |
Musical |
The Godfather |
Horror |
Snow White and the Seven Dwarfs |
Romance |
Chicago |
19.4.2 Exercise
Use the given words to complete these sentences.
cast |
ending |
plot |
plays |
set |
1.I saw a thriller last night. The (1) _________ was complicated, but it was enjoyable.
2.His latest film is (2) _______ in Africa in 1920.
3.It was a romantic movie with a sad (3) __________.
4.Tom Cruise (4) ________ the leading role.
5.The film has a really impressive (5) ___________. All are well-known names.
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19.5Cinematic Preferences
19.5.1Class Activity
You |
Partner 1 Partner 2 |
Types of films I like
Two movies I strongly recommend
Types of films I don’t like and why
The worst film I have ever seen
Work in groups of three. Fill the table using the cinema-related vocabulary you have learnt. Interview your partners about their choices. Exchange your sheets with the other groups.
Now, compile the preferences and views of the entire class and see how much similarity or dissimilarity of preferences views exist.
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UNIT
The Brand Called You 20
Objectives
The learner will be able to:
Explain about professional image.
Use words ‘must’, ‘need to’ and ‘have to’ in communication.Use strong and weak stress on modals.
20.1 Personality Development
Kimberley Strauss is the owner of Image Perfect and helps people improve their image. What do you think of these stars and their public image?
20.2 Image Makeover
20.2.1 Conversation
Interviewer: What is Image Perfect and what do you do?
David: Well, at Image Perfect, we help people restructure their image. Change the way they look, sound and seem to others.
Interviewer: So what kind of people come to you?
David: It’s mostly men and women who feel they haven’t been doing particularly well in their profession in spite of good potential. They want to make changes that would help them progress.
Interviewer: And how do you help them?
David: We help them improve their looks. We tell them what kind of clothes they should wear and especially the kind they should not wear. Then, we also work on their voice. Just changing the way
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you talk can go a long way in striking the right chord with people. You need to sound better to make an impression. We also have social etiquettes like how to behave in a restaurant or a social event.
Interviewer: Do you help clients who are going abroad?
David: That’s an important part of our work. They must know how to behave in a different culture. We educate them on this.
Interviewer: What about body language?
David: That’s essential. Right from how to shake hands. Almost everyone I work with needs lessons on this. And the most important thing is to listen to people with interest.
20.2.2 Exercise
1.Listen to Kimberley talk about her work and her company Image Perfect. Tick against the topics she mentions in her conversation.
a.Handwriting
b.Voice
c.Clothing
d.Shaking hands
e.Teeth
2.Listen to Kimberley’s conversation again and answer the following questions.
a.Kimberley helps people in three ways.
What are those?
b.What is the most important thing about body language?
c.What kind of help do clients travelling abroad need?
20.3 Opinion
Would you like to use an image consultant? Why? Why not?
20.4 Grammar
20.4.1 Using ‘Must’, ‘Have To’ and ‘Need To’
We can use ‘must’, ‘have to’ and ‘need to’ to talk about things that are necessary and not necessary. Let’s look at a few examples to understand the usage of these words.
Examples:
1.They must know how to behave in a different culture. (=I recommend they should know how to behave when in a foreign country)
2.You mustn’t hide anything from the doctor. (=Do not do this)
3.You have to know the new policy. (=It is a rule)
4.You don’t have to come in the evening. (=You can stay at home)
5.You need to sound better to make an impression. (=It’s important to use a good voice)
6.You needn’t return it to me now. (=You can return it later)
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20.4.2 Exercise
Match the phrases with their uses.
|
Phrase |
Use |
1. |
Mustn’t |
Rules that somebody has made |
2. |
Needn’t/don’t need to |
Strong advice or what we think is personally right |
3. |
Have to |
Something that is not necessary |
4. |
Must |
Strong advice on what not to do |
20.4.3 Exercise
1.Correct the mistakes in these sentences.
a.We must to reach there in time. ____________________________________.
b.Have I to sign here? ____________________________________.
c.Did you must to wait because of the rains? ___________________________.
2.An image consultant is guiding her client. Fill in the blanks with ‘must’, ‘have to’ and ‘don’t have to’.
a.There are rules about the use of mobile phones so you _______ turn off your mobile phone in the theatre.
b.You really ________ sound more assertive.
c.You __________ dress in formal clothes for the evening event.
3.The image consultant is welcoming a new employee in the office and is explaining the rules to her. Complete the sentences using the words ‘need to’, ‘mustn’t’ and ‘don’t have to’.
a.You __________ report at 8 and we are very particular about this.
b.There is lunch served in the canteen but you ________ eat there if you don’t wish to.
c.You _________ be late in submitting your papers for verification.
20.5Stressing the Words
20.5.1 Strong and Weak Stress
Read these two sentences and say them aloud as you speak.
I think you should go home, you look unwell.
I think you really should go home, you look unwell.
Why does the speaker use really and change the stress in the second sentence?
We can pronounce modal verbs with weak stress and put the main stress on another word which has an important meaning. Or we can put strong stress on words such as ‘must’, ‘mustn’t’, ‘should’ and ‘can’, when the modal verb itself is the focus of the sentence.
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