Task 1. Listen to three people talking about the products they buy and
when they buy them. Complete this chart.
Task 2. Where do you buy the products in Exercise A? How often do you buy them? Use the words given below.
I buy clothes in high street stores. I usually buy them every month.
once a week
at the weekend
Task 3. Read the Delfos sales leaflet. Find expressions which mean the following:
1. There are some good offers.
2. The buyer pays only a small amount of money at the beginning.
3. The buyer pays some money every four weeks for a year.
4. There is no cost for transporting the goods to the buyer.
5. It doesn't cost extra to pay over 12 months.
Ø GREAT DEALS ON ALL COMPUTERS,
PHOTOCOPIERS AND DATA PROJECTORS
Ø 3-YEAR GUARANTEE
Ø LOW DEPOSIT
Ø PAY 100 NOW FOLLOWED BY 12 MONTHLY PAYMENTS
Ø INTEREST-FREE CREDIT
Ø FREE DELIVERY
Task 4. Read these sentences. Does a buyer or a seller say them?
1. We offer great deals.
5. Are the goods in stock?
2. I'd like to place an order.
6. Can you pay a deposit?
3. Do you give a guarantee?
7. We always deliver on time.
4. I'd like to compare prices.
8. Can I make monthly payments?
Task 5. Listen to a conversation between a buyer and a seller. Underline the
1. Which model does Karl want?
PS7 / TX7
2. How long is the guarantee?
three years / two years
3. How much deposit is needed for large orders?
15% / 10%
4. What does the seller say is a large order?
Over 50 units / Over 25 units
5. Does the seller always have goods in stock?
Yes / No
Task 6. What is important for you when you buy a product like a computer or a TV? Put these items in order of importance (1-6).
a three-year guarantee
a low deposit
a big discount
great after-sales service
Task 7. Before you read the article, discuss these questions.
1. Some businesses start very small, then become global companies. What
examples can you give?
2. What do you know about IKEA, the global furniture retailer?
Task 8. Match these words (1-4) to their meanings (a-d).
a) sell only or mainly one type of goods
b) attractive and fashionable
c) a set of similar products made by a particular company
d) supply goods from one place to shops or customers
Task 9. Look through the article to find out what these numbers refer to.
IKEA: LOWER PRICES, HIGHER SALES
Ingvar Kamprad started IKEA in his small farming village in Sweden over 60 years ago. He was only 17 years old and sold his products from his bicycle. When his business grew, he distributed them from a milk van.
He first introduced furniture into the IKEA product range in 1947. Demand for his furniture increased rapidly, so he decided to specialise in this line.
In the mid 1950s, IKEA began designing its own furniture. It wanted to make innovative, stylish products and to keep prices down. This made it possible for a large number of customers to buy IKEA home furnishings.
IKEA opened its first store in Sweden in 1958. In the next 40 years, the number of stores went up to over 150in 29 countries. In 2005, there were a record 18 new stores - 15 in Europe and three in North America, and then IKEA entered the Japanese market with two stores in 2006.
That year in February, it also opened a new store in London. Six thousand customers arrived for the midnight opening. There were not enough security staff and police to manage the crowd, and some people hurt themselves in he rush to get into the store.
Sales for the IKEA Group rose steadily, year after year. At the end of the financial year 2002, sales were at 11billion euros. At the end of 2006, they totalled 17.3billion euros.
The success story continues, and the group expects to add more stores its existing network.
Task 10. Decide whether these statements are true or false.
1. Kamprad started IKEA over 60 years ago.
2. IKEA began designing its own furniture in 1947.
3. IKEA's strategy was to make original furniture at low prices.
4. IKEAentered the Japanese market 20 years ago.
5. IKEA opened a new store in London in 2005.
6. Sales increased by over 6 billion euros in four years.
Task 11. Look through the article to find the missing word(s) in these sentences.
1. When his business , Kamprad distributed his products from a milk van.
2. Demand for his furniture rapidly.
3. In the next 40 years, the number of stores to over 150 in 29 countries.
4. Sales for the IKEAGroup steadily, year after year.
Task 12. Use the words given below to complete the Dart leaflet below.
DART CAR HIRE
1. Save up to 50% on selected models
2. Three days for the .. of two
3. .. insurance and unlimited mileage
4. Extra 10% . until the end of July
5. For a limited .. only
As a Gold Club member ...
Ø you get free hire days or airline miles as your reward
Ø you can use our express service, available at all international airports in the country
Ø you don't wait for a piece of paper when you return the car - we e-mail
Ø you a detailed receipt
Task 13.Decide whether these sentences about the Dart leaflet are true or false. Rewrite the false statements to make them true.
1. The customer can get some deals for half price.
2. There is an extra cost for insurance.
3. The price is cheaper if the customer is quick.
4. The offer is for the whole year.
5. Gold Club members have a choice of reward.
6. Gold Club members get their receipt by express post.
Task 14. Bob Hazell is the director of Advanced Training, a sales training company in the UK. He is giving some advice to salespeople. Listen to the first part and complete these summary notes.
1. The first thing is . - make sure that youve got every thing that you need for your interview.
2. Secondly, . your customers well before you go.
3. Thirdly, make sure that you're talking to the . . Remember 'MAN': M is the person who has the . ; A is the person who has the ; N is the person who has the . We need to talk to the person who has all three.
4. Fourthly, the important thing to do is to know well.
Task 15. Listen to the second part and answer the questions below.
When training people to be good at selling, two things are very important: motivation and simple tools that they can take away and use.
1. What are the three basic points that make up motivation?
2. What are the four steps to follow when doing an interview?
Task 16. At a trade fair, a department store buyer talks to a salesperson about
microwave ovens. Listen and complete this chart.
Task 17.In pairs speak about the product given below. Use the phrases from the Useful language box below you need.
Asking for information
Can you tell me about ...?
I'd like some information
Of course. What would you
like to know?
Our most popular model is ...
Who is it for?
What's the target market?
It's for people with / who ...
What about colours?
It comes in four colours.
It's available in four colours.
Does it have any special
It has an unusual design.
It's easy to use.
It's very reliable.
How much is it / are they?
The trade price is ...
What about delivery?
We can deliver within three days.
We offer free delivery within ten days.
Silver with black
Works in all countries
e-mail, voice-dialling, camera Colour screen display
10 lines in text