Business Vocabulary in Use: Intermediate (Cambridge Professional English)

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The Pitt Building, Trumpington Street, Cambridge, United Kingdom CAMBRIDGE UNIVERSITY PRESS

The Edinburgh Building, Cambridge CB2 2RU, UK 40 West 20th Street, New York, NY 100114211, USA 477 Williamstown Road, Port Melbourne, VIC 3207, Australia Ruiz de Alarc6n 13, 28014 Madrid, Spain Dock House, The Waterfront, Cape Town 8001, South Africa

O Cambridge University Press 2002

This book is in copyright. Subject to statutory exception and to the provisions of relevant collective licensing agreements, no reproduction of any part may take place without the written permission of Cambridge University Press. First published 2002 Second printing 2002 Third printing 2002 Printed in Italy by G. Canale & C. Typeface Sabon 10113pt. System QuarkXPressB


A catalogue record for this book is available from the British Library ISBN 0 521 77529 9


m Problems at work A Health and safety B Bullying and harassment C Discrimination

Managers, executives and directors

0 Work and jobs A What do you do? B Word combinations with 'work' C Types of job and types of work

Ways o f working A Old and new ways B Nice work if you can get it C Nature of work

m Recruitment and selection A Recruitment B Applying for a job C Selection procedures

m Skills and qualifications A Education and training B Skilled and unskilled C The right person

Pay and benefits A Wages, salary and benefits B Compensation l C Compensation 2

m People and workplaces A Employees and management B Management and administration C Labour D Personnel and human resources

0 The career ladder A A job for life B A job for now C In-house staff or freelancers? D Losing your job

A Managers and executives: UK B Managers and executives: US

m Businesspeople and business leaders A Businesspeople and entrepreneurs B Leaders and leadership C Magnates, moguls and tycoons

m Organizations 1 A Business and businesses B Commerce

C Enterprise D Word combinations with 'enterprise'

m Organizations 2 A B C D

Self-employed people and Limited liability Mutuals Non-profit organizations


m Manufacturing and services A Industry B Manufacturing and services C Countries and their industries

mThe development process A Market research B Development and launch

Business Vocabulary in Use

m Innovation and invention A Innovation and invention B Research and technology C Patents and intellectual property

(g Making things A Products B Mass production C Capacity and output

m Materials and suppliers A Inputs B Suppliers and outsourcing C Just-in-time

m Business philosophies A Total quality management B Continuous improvement C Benchmarking D Business process re-engineering


m the Buyers, sellers and market A Customers and clients B Buyers and sellers C The market D Word combinations with 'market'

m Markets and competitors A Companies and markets B More word combinations with 'market' C Competitors and competition

m orientation Marketing and market A Marketing B The four PS C Market orientation


Business Vocabulary in Use

Products and brands A Word combinations with 'product' B Goods C Brands and branding



A Pricing B Word combinations with 'price' C Upmarket and downmarket D Mass markets and niches

m Place A Distribution: wholesalers, retailers and customers B Shops C Direct marketing

B Promotion A Advertising B The sales force C Promotional activities

m The lnternet and e-commerce A The Internet B Clicks-and-mortar C B2B, B2C and B2G


m Sales and costs A Sales l B Sales 2 C Costs D Margins and mark-ups

m unprofitability Profitability and A Profitable and unprofitable products B Budgets and expenditure C Economies of scale and the learning curve


m Financial centres

m Getting paid

A Financial centres B Stock markets C Other financial markets D Derivatives

A Shipping and billing B Trade credit C Accounts

m Assets, liabilities and the balance sheet

m Trading A Market indexes B Market activity: good times C ... and bad times

A Assets B Depreciation C Liabilities D Balance sheet


m The bottom line m Share capital and debt

EE) Indicators 2

A Capital B Share capital C Loan capital D Security E Leverage

A Going up B Going down C Peaks and troughs D Boom and bust

m Success and failure


A Cash mountains and surpluses B Debt and debt problems C Turnarounds and bailouts D Bankruptcy

Wrongdoing and corruption


A Wrongdoing B Bribery and corruption C Fraud and embezzlement

m Mergers, takeovers and sel l-offs

m Ethics

A Stakes and joint ventures B Mergers and takeovers C Conglomerates

A Code of ethics B Ethical standards C Ethical investment

FINANCE AND THE ECONOMY A Traditional banking B New ways of banking C Personal investing

Indicators 1

A Finance and economics B Inflation and unemployment C Trade D Growth and GDP

A Accounts B Results

B Personal finance



m Time and time management


A Timeframes and schedules B Projects and project management C Time tips

Business Vocabulary in Use


m Stress and stress management A When work is stimulating B When stimulation turns to stress C Downshifting

m Leadership and management styles A Leadership B Modern management styles C Empowerment


m Business across cultures 1 A Cultures and culture B Distance and familiarity

m Business across cultures 2 A Names B Business cards C Dress

m Business across cultures 3 A Entertainment and hospitality B Time C Cross-cultural communication

TELEPHONE, FAX AND EMAlL Telephoning l : phones and numbers A Telephones and beyond B Phone, call and ring C Numbers D Doing things over the phone

m Telephoning 2: getting through A Phoning scenario B Asking to speak to someone 1 C Voicemail


Business Vocabulary in Use

Telephoning 3: messages A Asking to speak to someone 2 B Giving and taking messages C Spelling names D Taking messages: checking information

mTelephoning 4: arrangements A Making arrangements B Closing the conversation C Changing arrangements



A Sending faxes B Fax layout C Receiving faxes

A Email B Email expressions C Email abbreviations


m Meetings 1: types of meeting A Word combinations with 'meeting' B Types of meeting C How was the meeting?

m chairperson Meetings 2: the role of the A Before the meeting B During the meeting C Follow-up

Meetings 3: points of view A Opening the meeting B Inviting people to speak C Making your point


m and Meetings 4: agreement disagreement


m Negotiations 3: furthering negotiations

A Discussion without argument? B Agreeing

A Win-win B Probing

C Disagreeing

C Proposal and counter-proposal D Trade-offs

m techniques Meetings 5: discussion


m Negotiations 4: difficulties

A Hedging B Checking understanding, interrupting,

A Confrontation B Confrontational negotiating tactics

referring back C Agreement, consensus or compromise? D Concluding

C Dealing with problems

m agreement Negotiations 5: reaching

Presentations 1: preparation and introduction

A Deadlock and mediators B Agreements and contracts

C Checking the deal

A Types of presentation B Dos and don'ts: preparation

Answer key

C Key phrases: introduction

m Presentations 2: main part


A Dos and don'ts: timing B Dos and don'ts: voice

C Rapport with the audience D Key phrases: main part

m and Presentations 3: closing questions A Dos and don'ts: body language B Visual aids

C Key phrases: closing and dealing with questions

m and Negotiations 1 : situations negotiators


A Types of negotiation B Word combinations with 'negotiations'

C Bargaining

(g Negotiations 2: preparing


A Preparing to negotiate B Negotiating scenario

C Negotiating styles

Business Vocabulary in Use


Who is this book for? Business Vocabulary in Use is designed to help intermediate and upper-intermediate learners of business English improve their business vocabulary. It is for people studying English before they start work and for those already working who need English in their job. Apart from improving your business vocabulary, the book also helps you to develop the language needed for important business communication skills. You can use the book on your own for self-study, or with a teacher in the classroom, one-to-one or in groups.

How is the book organised? The book has 66 two-page units. The first 46 of these units are thematic and look at the vocabulary of business areas such as people, organisations, production, marketing, finance and business-related economics. The other 20 units focus on the language of skills you need in business, such as those for presentations, meetings, telephoning and negotiations. The left-hand page of each unit explains new words and expressions, and the righthand page allows you to check and develop your understanding of them and how they are used through a series of exercises. There is cross-referencing between units to show connections between the same word or similar words used in different contexts. There is an answer key at the back of the book. Most of the exercises have questions with only one correct answer. But some of the exercises, including the Over to you activities at the end of each section (see below), are designed for writing andlor discussion about yourself and your own organisation. There is also an index. This lists all the new words and phrases introduced in the book and gives the unit numbers where they appear. The index also tells you how the words and expressions are pronounced.

The left-hand page This page introduces new vocabulary and expressions for each thematic or skills area. The presentation is divided into a number of sections indicated by letters: A, B, C, etc, with simple, clear titles. As well as explanations of vocabulary, there is information about typical word combinations and the grammar associated with particular vocabulary, for...

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