1. Business English

2. Introduction Unit Objectives:
Upon completion of the unit, you should be aware of:
the general information of Business English
the general information of the BEC Certificate and BEC Exam
the content of the textbook《Pass Cambridge BEC Vantage》

3. Introduction to Business English
What is Business English?
What is involved in Business English ?
Why should we learn Business English?
How can we learn Business English well?

4. What is Business English?
a language used in business situations, which is one of the branches of English for special purpose (ESP)
a mix of :specific content (relating to a particular job area or industry) and general content (relating to general ability to communicate more effectively in business situations )

5. What is involved in Business English?
English language
Business communication skills
Business vocabulary (jargon)
Cultures

6. How can we learn Business English well?
be quite fluent in basic English
Acquire new meanings in business contexts
obtain related knowledge
practise

7. Introduction to BEC and BEC Exam
Levels of BEC
Content of BEC Exam

8. BEC and BEC Exam BEC: Business English Certificate
examination of English proficiency designed to meet the requirements in the workplace
offers an internationally recognized qualification in English for business purposes
Issued by The University of Cambridge Examinations Syndicate

9. BEC Certificate Why do people take BEC Certificate ? opens the door to
better career prospects
and a better future
paves the way to higher
education overseas

10. levels of BEC Exam

11. BEC Vantage Speaking Reading Writing
PASS Cambridge BEC Vantage
Listening
Speaking
Reading
Writing
published by Economic and Science press

12. Listening
A wide variety of listening material covers 3 tasks (40 minutes):
gap-filling or note
completion
matching
multiple choice

13. Input And Tasks In Listening
3 short telephone conversations (p14)
2 sets of 5 short monologues (p14)
A long conversation or monologue (3-4 minutes) (p48)
Task
Gap-filling (words and numbers)
Match monologues with topics/places etc.
Multiple-choice comprehension questions

14. Reading
Authentic, semi-authentic and examination-style texts test the ability to read for gist and specific information.
Four parts in the reading of BEC exam and related tasks
(1 hour)

15. Reading Part One
Four topic-related texts (A-D) or one long text and seven statements below the texts.
Match each of the seven statements with the relevant text.
Test ability to read for gist and specific information.
Example: p85

16. Part Two
A word text with 5 sentences missing from it and 7 or 9 optional sentences below it.
Insert 5 sentences from the 7 or 9 options into the text.
Test candidate’s ability to understand cohesion and coherence above sentence level.
Example:P97

17. Part Three
Candidates read a word text and answer six multiple choices and sentence stem completion.
This tests the student’s ability to read for gist and specific information.
Example:p125

18. Part Four
Candidates read word text to choose the correct word from a set of four options to fill each gap in the text.
The task for students is to answer single multiple-choice questions.
Example on p126

19. Speaking (14 mins. per pair)
Part
Format
Input
Task 1
Examiner talks to candidate individually
Examiner asks questions
Speaking about yourself responding to questions. Giving longer responses 2
Candidate talks to candidate
Written prompt
Short talk 3
Candidates discuss a topic together
Written or visual prompt
Completing a collaborative task

20. Sample questions of short talks
What is important when…?
Selecting applicants for a job
Working experience
Personal qualities
Choosing a new supplier
Prices and discounts
Reputation

21. Sample question of collaborative task
Your company is attending a trade fair in a foreign country for the first time. You have been asked to help with the preparations for the trip.
Discuss the situation together, and decide:
What travel and accommodation arrangements you will need to make before the trip?
Which kinds of business customers in the foreign country would be useful to know about, and how could one find about theses before the trip.

22. Writing Test (45 minutes)
Part
Input
Task 1
Instructions
Writing an , short memo or note (40-50 words) 2
Letter, memo or note
Writing a letter, short report or proposal ( words)

23. Samples of written tasks

24. Introduction to the textbook
Contents
Introduction
Core units
Self-study
Exam practice and Exam focus
Activity sheets
Typescripts
Essential vocabulary
Essential functions
Answer key

25. Requirements Try to do practices asked positively in class, please.
Please finish the tasks assigned to you on time.
Please inform me when you can’t come to my lectures and tell me the reason for your absence.

26. Summary Business English BEC and BEC Exam Contents of the textbook
Requirements

27. Assignment
The exercises on p3 &4.

28. Unit 1 a
Teamwork

29. Teaching objectives
Upon completion of the unit, you should be able to:
talk about teams and teamwork
practice reading for gist and specific information
make and change arrangements

30. Assessing teams Discussion:
Do you prefer working on your own or as a member of a team?
Do you think it is necessary to have a team leader if you work in a team?
What makes a good team?

31. Team and teamwork
Team: a group of people who work, act, or play together
Teamwork:
Cooperative work done by a team (especially when it is effective)
Cooperative effort by the members of a group or team to achieve a common goal.

32. What makes a good team? be cooperative 齐心协力
work towards common objectives
exchange views
share the same value
share information
creative thinking
different point of view
emphasize team spirit
齐心协力
朝着共同的目标努力
交流看法
具有相同的价值观
共享信息
创新思维
不同的观点
强调团队精神

33. Reading tasks Task 1(p8): Read the article and answer the questions:
What did Cussons do?
What benefits did this bring?
Task 2
Using the information in the article, complete each sentence with a phrase from the list.

36. What did Cussons do? Cussons brought in
three expatriate managers to work with the local sales staff in project teams,
a consultant, who organized two one-week courses, working on team-building and developing creative thinking.

37. What benefit did this bring?
Financial benefits:
reporting savings of ￡200, 000 from the first course and expected savings of ￡700, 000 from the second.
Invisible benefits:
allowed the participants to measure progress against targets set on the course and have made people excited about their jobs

38. D C B F

39. Detailed study of words and phrases in the article
Poles apart：be widely separated; have nothing in common.
Poles:Poland.
本文题目利用了双关语，指卡森公司与其新收购的波兰分公司原先在团队合作、公司管理等方面大相径庭，而通过培训、调整等一系列措施，双方弥合了这方面的差距。题目的字面意思是“不再有两极之遥”，可意译为“弥合差距”。

40. take on responsibility 4. bring in 5. work on/at sth.
Uroda SA: SA comes from French Socie ‘te’ Anonyme, also S/A or S.A.
take on responsibility
4. bring in
5. work on/at sth.
6. come up with (an ideas, plan, proposal, solution
7.electric
8.describe sb./sth. as
股份有限公司
承担责任/工作
接纳,使某人就职
致力于,从事于
想出…
激动的，刺激的
描述、表达想法

41. 11.put on (discos, a play, a concert) 12. return business returns
10. throw/cast new light on…
11.put on (discos, a play, a concert)
12. return
business returns
annual returns
small profits and quick returns
14.turnover
the amount of Business transacted during a given period of time
提供线索、情况，帮助弄清楚
表演、上演
赢利，利益，汇报，报告
营业收入
年度报告
薄力多销
营业额，成交量

42. 新闻语篇结构简介 新闻语篇一般由标题(headline)、导语(lead)和正文(body)三个部分组成。
标题:标题常常以独特、新奇的表达方式和显要的位置展示在读者面前，以达到引人注目的效果。作者常利用比喻、双关、押韵、仿拟等修辞手段，使标题的语言简洁精练、发人深省。
导语:导语一般指新闻报道开端的第一个大自然段，大多跟在标题下面。导语是新闻的精髓，它一般围绕新闻报道中的基本要素(即由who, what, when, where, why, how等引出的问题)用极其精练的语言把时间的过程和真相一语道破。

43. 正文:是新闻报道的主题部分，它由所要报道的事实组成，向读者提供事实真相和详细情况。正文中的信息排序可采用不同的方法，常用的有：（1）以事实的重要性为排列依据：最重要的信息放在开头，次要信息在后，对事件细节逐一补充。（2）按事实发生的时间顺序排列。（3）混合排列法：用概括性的导语说明事件的概貌，然后按时间顺序逐一陈述事实。
启示:熟悉新闻语篇的谋篇特点有利于阅读过程中的信息处理，一般只要阅读了标题和导语，就能了解一则新闻的梗概，阅读时对语篇要传达的主要信息就心中有数了。一旦抓住了语篇的宏观信息。

44. BEC Exam focus Reading Test Part Three
a word text and sentences stem completion. This tests candidates’ understanding of specific information.
Tips: read the questions first for the relevant information. Then read the relevant passages for detail. This will help you select the correct option. Grammatically, all options will fit, so concentrate on selecting an item with the correct meeting.

45. Arranging a course
Read the fax and answer the questions.

46. Languages for making arrangements

47. Summary Talk about teamwork
Reading: how to understand specific information in an article;
words and phases in the article.
Speaking:
languages for making arrangements

48. Assignment 1. Words and phrases about teamwork.
2. Work in pairs. Student A looks at the activity sheet on p145. Student B looks at the activity sheet on p150. Use the languages for making arrangements on p10.

49. Unit 1 b
Communication

50. Teaching Objectives
Upon completion of the unit, you should be able to:
take and leave telephone messages
raise awareness of clarity in spoken language
practice reading and listening for gist and specific information

51. Warm-up questions Types of communication used at work?
The advantages and disadvantages?

52. Words or expressions for reference
snail-mail
time-consuming
save time/trouble
raise the efficiency in your work
in written form
refer to it at any time you like
传统的信件 省时
省时间,不麻烦
提高工作效率
以书面的形式
你随时可拿来参考

53. Reading task Communicating internationally
Read the article on English for international business for gist and choose the most appropriate heading for each paragraph:
Communicating internationally
Over-estimating the fluency of non-native speakers
Keeping your English simple
Understanding cultural differences
Raising cultural awareness

54. Detailed study 你的英语是否太地道？ If you ask…,you will…,
Over is a prefix, with ns forming ns, vs, adjs and advs. It means too much.
-specific used in a compound，含“特有的”、“限定的”之义
“to” is a prep
Is your English too English?
Ask a … and
over-estimate
culture-specific
Limit themselves to…

55. Discussion
What difficulties do you have when communicating with native speakers?
Fast speed
Local accent
Idiomatic language
Slang expressions
Differences in cultural background

56. Leaving voice mails
Listening 1(p13)
Frida Anderson, a manager at Sandelin AB in Stockholm, receive five voice mails. Listen and decide what each speaker is trying to do.
1. B 2. G 3. C 4. H 5. E

57. BEC exam focus Listening test part two
In Section 1, candidates listen to five short pieces in order to identify the topic of each piece from the list. In Section 2, candidates listen to another five short pieces in order to identify the function of each piece. Both sections test candidates ability for gist.
Incorrect options are included in the recording. Candidates should not make final decision until they have heard each piece twice.

58. Tips for leaving answering machine messages
Prepare the listener for the message
Make requests simple and polite
Give clear contact information

59. Taking messages
Listen and write in the missing information in the form on p15.
Trade fair s
Tuesday 23/ 23 November
(Kati) Gersel the/your message
7. Cancelled not available
9. 27 November 10.confirm

60. BEC Exam focus Listening test part One
candidates listen to three conversations and complete each of the gaps in the gapped text with one or two words. Each text has four gaps. This tests candidates ability to listen for specific information.
Candidates have 15 seconds to read through each form before listening. The questions follow the order of the recording. Distractions may be included in the recording in order to mislead unwary candidates.

61. Typical phrases in telephone conversations
Offering help
Can I help you?
Can I take a message?
Asking for information
Could I ask who’s calling, please?
Could you give me your fax number, please?
Checking information
Could you spell that, please?
So, that’s 27 November.
Promising action
I’ll give her the message as soon as she’s back.
I’ll ask her to call you as soon as possible.

62. Assignment
Use the activity sheet on p 145 and p150 to give and take telephone messages. Role-play your conversation to the rest of the class.
Do self-study on p15-16.

63. Unit 2a
Entertaining a client

64. Teaching objectives Upon completion of the unit you should be able to:
Raise awareness of and practise techniques for encouraging conversation
Practise speaking about general topics in preparation for the Speaking Test

65. Choosing a restaurant
Read the customer satisfaction form of Signet House Restaurants (西格奈连锁酒店)and decide on the three most important criteria for you and give reasons for your choice(p19).

66. Words and expressions for reference
使我的用餐感受与众不同的是
享受充满魅力、令人放松的情调
享受到友好的服务态度和舒适程度
What makes my dining experience stand out is …
enjoy the attractive and relaxing atmosphere
have a feeling of friendliness and comfort

67. The classical interior design serves as a visual feast
high-quality service
catering to different tastes
good quality of the foods and beverages
value for money
典雅的内部装修就向是一种视觉美餐
高质量的服务
满足不同口味的要求
高质量的食物和饮料
物有所值的服务

68. Reading

70. Would Porters be a suitable restaurant in these situations?
an end-of-year office party or an end-of-week meal
product launch
a negotiation or an
evening with a new
client

71. Detailed study of the advertisement
目标,宗旨
at high/low price, at popular price
受欢迎 ，招人喜爱的
adv. 一样地，相似地
为…感到骄傲
to be of use , to be of a grey color
提供餐饮服务,接待
顺路到某处, 同call by
objective
at reasonable price
be popular with
alike
pride oneself on/upon
to be of importance
to cater for
call in

72. Making conversation Listening
Five people talk about their business trips. Listen and decide which of the questions each speaker answers. Match each of the five pieces with one of the questions (A-H).

73. 1. 2. 3. 4. 5. D B H F A

74. Encouraging conversations
Showing interest/ surprise
Asking follow-up questions
Using the speaker’s words in a follow-up question

75. Exercise
Work in pairs. Develop these statements into conversations.
Try to use the techniques and expressions for encouraging conversations.

76. Corporate Hospitality
Unit 2b
Corporate Hospitality

77. Teaching objectives Upon completion of the unit, you should be able to
talk about corporate hospitality
raise awareness of formal versus informal language in letters
review language for making and dealing with invitations
practice writing a letter of acceptance

78. Mixing business with pleasure
Speaking
Read the profiles of the business people and match each profile with a way of entertaining them from the list. Give their reason.

79. Words and expressions for talking about the topic
a fact-finding mission enables the businessmen to understand the company
be fit his social status
facilitate one-to-one conversation
实地考察使商人们能了解公司
适合他的社会身份
有利于一对一交流

80. 把此作为加强业务关系的机会
有适当的谈论商务的环境
可以不受干扰地把注意力集中在工作上
有进一步了解对方的机会
take it as a chance to strengthen business ties
have the right atmosphere to talk about the business
can concentrate on the work without distraction
a chance to know the other person better

81. Reading
Read the text and match each numbered paragraph with a title from the list first; then read in details to complete the sentence stems
1. C 2.G 3.F 4.D
1. F 2.C 3.E 4. B

82. Detailed study of words
熟人，有业务关系的人,可能有利用价值的人
可能的/潜在的顾客、 委托人或购买者
闲站着
on 指“由谁来支付费用”
意味着，说明
（原因、答案、兴趣）在于…
在某人耳边低声说话
contact
prospect
stand around/
stand about
having free drinks on the company
add up to
lie in
whisper in his ear

83. Arranging a company visit
Mr Fillini, a Purchasing Manager of Cuore Sportive, has received an invitation from Angela Goddard of Trackplus Ltd.
Read the letter and answer the question:
What is the invitation for?
The invitation is for Mr Fellini to visit the Trackplus factory in Oxford and head Office in London

84. Exam focus Writing Test Part Two
Candidates write a word formal business letter or report. All five prompts given in the input must be included in the answer. For letters, candidates are expected to plan, organize and present their ideas clearly. Letters should be divided into clear paragraphs. They must use appropriate salutations and closures. Typical written functional phrases should be used.

85. Summary Techniques for encouraging conversation in Unit 2a
Speaking: talk about corporate hospitality
Writing: formal languages in letters

86. Assignment Write a letter of acceptance of 120-140 words. be clear
be appropriately formal
include all the five listed points on p26.
use the languages in the unit.

87. Unit 3a
Ordering goods

88. Teaching objectives Upon completion of the unit you should be able to:
talk about making and changing orders
raise awareness of clarity in writing and useful phrases for letter writing
practise writing short faxes

89. Placing an order Speaking
If you work in a mail order company, when you look for your suppliers, what qualities do you think you would consider?

90. Expressions for speaking
reliable suppliers
possess basic qualities of honesty, integrity, accountability, and dependability
provide good quality merchandise and service
可靠的供应商
具有诚实、正直、责任心及可靠性等基本品质
提供品质优良的商品

91. have flexibility towards new or additional requirements
provide a quality product or service
make timely delivery
have attractive and competitive price
对新的/额外的需求要有灵活性
提供高质量的产品和服务
及时送货
有吸引力和竞争力的价格

92. Reading
Read the fax and the reply to the fax, answer the questions below the text.
1.F 2.T 3. F 4. F 5. T
1. to query Korinna’s change of order
2.Antonille thought the two different lengths for each skirts has been agreed.
3. Antonille is going to wait for Korinna to confirm the information about the length of the skirts required before contacting the vendors.

93. Reading
Make notes under the headings of layout（格式）, accuracy（准确）, paragraphs（段落）, connectors（衔接词） and sentences（句子） to improve the fax to make it clearer.

94. How to make Antonilla’s fax clear?
Layout: too dense and off-putting, use headings, bullet points and brackets
Accuracy: spell core words correctly, make good punctuation
Paragraphs: divide into paragraphs
Connectors: use connectors
Sentences: short sentences and one idea per sentence

95. Discussing changes Listening
Listen to the telephone conversation confirming details of the order.
Listen again and note down functional phrases, then write formal written equivalents of these phrases.

96. Functional phrases I ‘m ringing about… We definitely want…
Do you think you could…
I’ll call them
Thanks for…
I’ll fax you…
I would like to
I am writing to confirm that…
Please could you…
I will / shall…
Thank you for/ I am very grateful for
I look forward to (hearing from you/ seeing you etc. )

97. Confirming changes
Read the fax on p34 and underline any items in the fax which seem to be incorrect.
1. both the Christi
2. will be produce
3. reduce by the quantity
5. need to changing

98. Essential vocabulary 发出订单 to place an order 取消订单 to cancel an order
确认订单 交货
交货期、时间
交货费用、运费
免费送货区 发货 取货
to place an order
to cancel an order
to confirm an order
deliver
delivery time
delivery costs
free delivery area
to make delivery
to take delivery

99. Summary Speaking: make and change orders
Reading: improve the fax to make it clearer with the help of heading, paragraphs, accuracy, connectors and sentences.
Listening: functional phrases.
Essential words about ordering.

100. Assignment Write a 40-50 word reply to Antonella:
Telling her not to change the charts
Confirming that all knitted skirts will be in a standard length
Suggesting a delivery date for the finished order.

101. Unit 3b
Cash flow

102. Teaching objectives Upon completion of the unit, you should be able to
talk about day-to-day finances
practise reading for specific information
practise listening for specific information
practise writing an-
know some technical terms and jargons

103. Managing cash flow Reading task: Case Study
Read the case study and answer the questions :
How much money does Steve receive when he takes the order?
How much does the system cost to build and install?
When does he receive final payment?

106. Reading 1. $1,000, i.e. 10% of the total price (down payment)
2. $6,920, i.e. components: $4,000 , 2% early settlement discount: $3,920 ,
labor costs: $3,000 =$2,700 plus a further $300
3. up to 30 days after installation

107. Words and expressions place an order 下定单 take an order 接定单 cash flow
discount
dawn payment
early settlement discount
labor costs
credit terms
outstanding balance
cash flow gap
下定单
接定单
现金流动、现金流量 折扣 定金
提前付款折扣
劳动力成本
信用期限,信用条件
剩余金额,余额
现金流量差额

108. Reading Task 2 Summarize Quick Computers’ problem:
Quick Computers has a cash flow problem. Steve and Sue have to pay suppliers and wages etc. despite long periods when they have no money coming in.

109. Cash Flow on Sale of Computer System
Day 1
Day 7
Day 14
Day 28
Day 35
Day 65
inflow
+$1,000
+$9,000
out flow
-$3,920
-$1,200
-$1,500
-$300
balance
+$1,999
-$2,920
-$4,120
-$5,620
-$5,920
+$3,080

111. Do these words refer to inflow or outflow?
1.down payment 2.total sales price
3. early settlement discount 4.labor costs
5. wages, 6.outstanding balance
7. to finance 8.interest
inflow:
down payment, total sales price, outstanding balance
outflow:
early settlement discount, labor costs, wages, to finance, interest

112. Improving cash flow
Read the from Steve to Babara, what solutions are Steve and Sue considering? Notice the style of writing.

113. Listening Listen to Steve and Sue’s discussion with Barbara.
Answer the questions on p 37.
Discuss the attitudes of the three speakers to early settlement discounts.
Look at the tape scripts on p153 and underline the conditional sentences.

114. Words or phrases in listening
over-trading
to figure out a quicker way of turning those sales into cash
margins
Turnover
To finance
贸易透支
找到销售变现(把销售额变成现金)的快捷方法
利差,毛利
营业额
融资，筹措

115. Conditional sentences
If we offered 2%, three quarters of our customers will would pay in ten days.
If we offered 1% discount, about half our customers…
If I were you, I’d really think…
If we gave a 2% discount, we’d lose thousands of dollars.
What if you offered 1% an half your customers used it?

116. Summary Case study: words and phrase Reading: the style of e-mail
Listening: the conditional sentences
financial words and phrases

117. Assignment
Write a word reply to Steve according to the information from the in the form of .

118. Unit 4a
Brand power

119. Review Words and expressions place an order take an order cash flow
discount
dawn payment
early settlement discount
labor costs
credit terms
outstanding balance
cash flow gap

120. Teaching objectives Upon completion of the unit you should
be able to talk about brand and marketing
practise reading for specific information
practise listening for gist and specific information

121. Brand
A brand is "a name, sign or symbol used to identify items or services of the seller(s) and to differentiate them from goods of competitors.“
Brand is a name you give to a product you sell to identify as your product. Brand becomes a trade mark which can not be copied, through registration and can not be copied.

122. Trademark
A trademark is a “word, phrase, symbol, design, combination of letters or numbers, or other device” that identifies and distinguishes products and services in the marketplace.
A trademark is one of three legal terms used to describe “intellectual property,” the others being patent and copyright.

123. Marketing
Marketing is to find customers’ needs and satisfy their needs.
Marketing mix: known as the 'four Ps' :price, place, product, and promotion.

124. Selling points Discuss on:
What helps you to make your decision to buy something? And why?
Look at your textbook p43 and tell us what brand of each product would you buy? Why?

125. Phrases and expressions for discussion
a brand represents a certain culture
be attracted by the quality brand image
the brand name carries high credibility
brand leader
一个品牌代表一个文化
被优质品牌形象所吸引
名牌具有很高的可信度
畅销品牌

126. 有强烈的品牌信赖感
良好的售后服务
信赖产品的可靠度
稳定的质量
方便用户使用的设计
have a strong sense of brand loyalty
good after-sales service
have confidence in the reliability of the product
consistent quality
user-friendly design

127. Listening
1. G
2. H
3. D
4. B
5. E

128. Brand stretching Reading
1. Read the article and find how the supermarket chains are stretching their brands into new markets?
2.Look at the extracts from the advertising leaflets for Sainsbury’s bank, match them with the financial products in the box on p 45.
1. A. 2. C. 3. E. 4.B 5. D 6. E 7. A

129. Words and phrases in reading
bank on a brand
select
be set to do sth.
take over
be bound to
publicity
依赖…获利;对…抱有信心
精选出来的少数，优等的
很有可能、即将发生的事情
从别人的手里接管工作或职责
肯定会，一定会
招引公众的注意，名声;宣传

130. environmental-friendliness
user-friendliness
own-label clothing
cup-price
retail food market
mortgage
savings account
estate agent
对环境无害
用户使用方便
贴自己品牌的服装
削价的
食品零售市场
(住房)按揭，抵押
储蓄帐户
房产商

131. bonus points
loyalty scheme
brand loyalty
air miles=air mails awards
voucher
target customer
customer-focused
（消费）积分
忠实（顾客）奖励计划
顾客对品牌的忠诚
里程奖
优惠奖券
销售对象，目标客户
以顾客为中心的

132. Listening
Listen to David Noble, Director of Marketing at Sainsbury’s Bank talking about the marketing of its financial services, and answer the questions on p46.

133. Summary Speaking: words and phrases for talking about brand
Reading and listening for specific information

134. Assignment
Use some of the phrases in the box on p46 to give a brief summary of David Noble’s interview.

135. Unit 4b
Public relations

136. Review Phrases for talking about brand
A article about the services provided by a famous supermarket chains: Sainsbury
Listening: the Director of Marketing at Sainsbury’s bank talking about their marketing of financial services

137. Phrases for talking about brand
have a strong sense of brand loyalty
be attracted by the quality brand image
a brand represents a certain culture
have confidence in the reliability of the product
the brand name carries high credibility
consistent quality, user-friendly design and good after-sales service

138. Teaching objectives be able to talk about PR
Upon completion of the unit, Ss should
be able to talk about PR
practise reading and listening for specific information
practise writing a formal letter of invitation
describe their duties and responsibilities

139. Warm-up phrases Skoda Octavia Felicia Czech 斯柯达公司(世界著名汽车公司)
欧雅(斯柯达公司著名汽车品牌)
弗雷西亚(斯柯达公司著名汽车品牌) 捷克

140. public image
advertising campaign
company values
dealership
point-of-sale
company image
up-to-date
product launch
press coverage
公众形象
广告宣传活动
公司价值观
商品经销特许权，特许经销商
销售网点
公司形象
现代的，最新的
产品发布会，产品推销会
报界对．．．的报道

141. What is public relations?
Decide whether the following are the responsibilities of the PR or Marketing Department?
与报界沟通
研究公众的需求 PR MD PR
决定产品价格
拓展公司名声 MD MD PR
公众对公司价值观的了解

142. Public Relations Public Relations refers to the activities
to enhance the prestige or goodwill of a company;
to ensure the company to have a strong public image;
to establish and promote a favorable relationship with the public, through the media.

143. Listening
Listen to the PR Manager talking about her job and match the verbs with the phrases.

144. Phrases to describe duties and responsibilities
plan and manage the PR strategy…
dealing with the press, TV and radio… with the public and personnel…
talking and listening to both the press and the public.
build long-term relationship with…
My job is to…
I’m responsible for…
My job involves…
In this job you have to…

145. The benefits of good PR Listening
Listen to Eilish explaining how Skoda changed public attitude to the brand when it was relaunched in the UK in 1995.

146. Exam focus: Listening Part Three
Candidates listen to a 3-4 minutes recording of one or more speakers and answer eight multiple- choice questions. This tests candidates’ ability to listen for specific information. The recording is heard twice.
The questions follow the order of the recording and are clearly signaled by the speaker(s). Incorrect options are included in the recording in order to distract unwary candidates.

147. Organizing a PR event
Read the schedule of the UK press launch of Skoda Octovia in 1998 organized by Eilish; complete the schedule with the information given and be familiar with the procedures.

148. Exam focus: Writing Test Part Two (Letter)
Candidates write a word formal business letter or report. All five prompts given in the input must be included in the answer. The task tests candidates’ ability to produce an appropriate piece of extended directed writing.

149. For letters, candidates are expected to plan, organize and present their ideas clearly. Letters should be divided into clear paragraphs. Candidates are expected to know letter layout and conventions. They must use appropriate salutations and closures. Typical written functional phrases should be used.

150. A sample of the writing task in BEC exam

152. Summary Words and phrases for expressing duties and responsibilities;
Words and phrases talking about PR;
How to write a formal information letter.

153. Writing (Assignment)
Write a word formal letter inviting a journalist to the launch,
including the 5 points:

154. Unit 5a
Relocations

155. Teaching objectives Upon completion of the unit, Ss should be able to:
talk about relocation
practise reading for gist and listening for specific information
raise awareness of the features of report writing and practise writing reports
review comparatives and language of similarity and difference

156. Discussion
Why do companies relocate to another part of the same country?
Why do they relocate to another country?

157. Suggested phrases for speaking
get government grant
cheap labor
cheaper labor cost
better transport network facilitates company development.
save cost
得到政府资助
廉价的劳动力
廉价的劳动力成本
更好的交通网络有利于公司的发展.
节省成本

158. low rates of corporate tax to get closer to the market
attracted by the pro-business environment
have access more skilled workers
较低的企业税
更接近市场
被有利于商务的环境所吸引
得到技术更好的工人

159. Reading
Read the extract and match each paragraph with a heading from the list on p57.
1. B 2.D 3. C 4. E 5. F 6. A

160. Words and phrases in reading
cost
cost of sales
cost-effective
cost of quality
set-up costs
Tariff
preferential tariff
import tariffs on cars 成本
销售成本
成本效益
质量成本
创办成本 关税
特惠关税
汽车进口关税

161. 比率, 费用、价格
利息率
保险费率 税率
通货膨胀率
淡季价格
电话费用 邮资
rate
interest rate
insurance rate
tax rate
rates of inflation
off-season rates
telephone rates
postal rates

162. 指“公司的日常开支”、“管理费用”，它包括工资、租金、电费、电话费、设备费、邮费等。
管理费用指经营企业的日常开支成本，不随产量的增长而改变。
overheads
The overheads are the normal costs of a business, which do not change if production rises.

163. Arranging to relocate .
Fenway Software is relocating several employees to Dublin and needs to choose a relocation company
Reading: Read a brief report on one of the companies, ERS, and tick the services offered in the table at the top of page 58.
Listening:Listen to a conversation about a competitor,Worldwide Relocation, and complete the second column in the table.

165. Report on suitability of Executive Relocation Services ( ERS )
Introduction
This  report aims to assess whether ERS meets Fenway’s needs (see attached document) in relocating employees and families to Dublin, Ireland.
Always give the report an overall title.
Use abbreviations for names to reduce the number of words.
The report needs to be clearly divided into sections. Each section requires a suitable heading.

166. ERS was felt to offer a high quality…
Using linking words to connect ideas.
Findings
ERS offers a comprehensive house search service including … Although it offers no…
Conclusion
it was concluded that …
Recommendations
ERS was felt to offer a high quality…
Use formal language and not short forms
Keep introductions, conclusions and recommendations to just one sentence.

167. Notes
Begin by stating the aims \ purpose of the report in the Introduction.
In the finding section, discuss the discoveries in the research.
Do not use informal language or short forms, e. g. It’s, don’t.
Finish with a Recommendation or Summary section. In the Conclusion say which idea is best and why. At last, finish with your name and date.

168. Useful phrases for report writing
Introduction
The aim \ purpose of this report is to …
This report aims to …
This report sets out to …
Findings
It was found that …
It clearly show(s) that …
Our research into … found …
It became clear that …
It suggests that …

169. Conclusion(s)
It was concluded \ decided \ agreed \ felt that …
No conclusions were reached regarding the …
In conclusion \ On balance, …
Recommendation(s)
We would recommend \ propose that …
It is recommended \ proposed \ suggested that … We advice you to …
Summary
To summarize, … \ In summary, …

170. Summary We have discussed the reasons of company relocating.
We have read a report about relocating companies.
We have learned words and phrases about relocation.
We have learned how to write a report.

171. Assignment
Write a report of words comparing the two companies and making a recommendation.

172. Unit 5b
New Premises

173. Teaching objectives Upon completion of the unit, Ss should
be able to talk about office space and facilities
practise listening for direction
review the language of suggesting

174. Words and expressions
corporate business area (business district, commercial district, commercial area)
high street
multi-storey office building
underground car parking
surface car parking
metro station
商务区、商务地段
繁华的商业大街
多层办公楼
地下停车场
地面停车场
地铁站

175. full amenities
establishment
industrial estate (trading estate, industrial park)
work ethic
floor plan
Accounts Department (Accounts)
chief accountant
post room
全套设施
公司，商业机构
工业园区
职业道德
楼层平面图
会计部
首席会计
收发室

176. Finding the right location
Listening:
Listen and mark the correct office on the map on p59.
Speaking:
Give your partner directions from the metro station near the café to your office, letter G on the map.

177. Reading
Read the article on p61 and complete the sentence stems.

178. Phrases for making suggestions
The following phrases are useful when we make suggestions:
Let’s…
Why don’t we…?
How/ What about…?
I think we should…
Perhaps we could…
Couldn’t we…?
If we…, we could/should…

179. Assignment
Writing
You are Jim’s assistant. Read the information about the property and Jim’s notes on p60. Write a letter of words to Gerald at PLP asking for further information.

180. Unit 6 a
Reporting
Results

181. Teaching objectives upon completion of the unit you should
be able to talk about company performance
be able to describe changes in graphs
practise reading and listening for specific information
practise report writing

182. Measuring performance
The following information can be used for measuring the performance of a company (listed/quoted company):
profit, turnover, share price, sales volume, dividend
All these can be found in the annual report of a company.

183. Annual report
An annual report is written for shareholders to inform them of the financial situation of the company. It is usually a glossy publication which aims to promote a positive image of the company. It includes information on company activities and major developments over the year as well as financial information about the company, such as balance sheets and profit and loss accounts

184. Listening
Listen to a television report about the performance of the UK supermarket chain Budgens and finish the tasks:
Task 1: Which of the following are mentioned?
profit, turnover, share price, sales volume, dividend
Task 2:Answer the questions on p83.

185. Words and phrases for describing the changes of shares猛涨
股价达到最高点
股票蹦盘
股价下跌
股价回升
稳步下跌
股价微升
shoot up
shares peak at
the price collapses
the price falls/goes down
shares recover/rally
go into steady decline
share price is marginally up
shares are up slightly by…

186. More verbs for describing changes
rise/ a rise
increase/ a increase
decrease/ a decrease
Rocket
be up
fall/ a fall
drop/ a drop
be down
collapse/a collapse
slump/ slump
peak/ a peak
reach a peak
level off
Remain stable / constant

187. Adverbs: Describing the degree of change dramatically
vastly /hugely/enormously
substantially/considerably
Slightly/moderately/a little

188. Adverbs Describing the speed of change: rapidly/quickly/swiftly
gradually
slowly

189. Example graph
６００
５００
４００
３００
２００
１００
　　　１　　　２　　　３　　　４　　　５　　　６

190. Reading
Read the extract on p85 and match each sentence with one of the extracts.

191. Words and phrases company performance performance evaluation
annual report
pre-tax profits
breakeven
volatile
disposal (of)
balance sheet
exceptional item
公司绩效
绩效评估
年度报告
税前利润
盈亏相抵（的）
可变的、不稳定的
出售、出让
资产负债表、平衡表
非常项目

192. 经营利润
降低成本的措施
资源增效计划
销售额
(结构)重组
现金盈余
每股收益
每股分红 资产
operational margins
cost-cutting measures
resource efficiency program
sales volume
restructure
cash surplus
earnings per share
dividend per share
assets

193. Summary We have discussed company performance.
We have read extracts about company’s annual report.
We have learned words and phrases for describing changes.

194. Assignment
Work in pairs and discuss which of the two companies featured in the newspaper snippets it would be a good idea to invest money in. Why?

195. A comparison of ERS and Worldwide Relocation (WR)
Suggested answer
A comparison of ERS and Worldwide Relocation (WR)
Introduction
The aim of this report is to assess which of the two companies, ERS or WR, would be the most suitable for the relocation of Fenway employees and their families from Seattle to Dublin.

196. Findings
Both ERS and WR offer an accommodation and school search services. Both companies can organise visas and work permits. In addition to these basic services, ERS also offers removal and shipping assistance whereas WR offers an integration program and assistance with partner employment. The latter is a key requirement for Fenway.

197. Conclusion
It was concluded that both companies fulfill Fenway’s needs to some extend, but neither meets all its needs.
Recommendation
We would recommend that Wr be choosen to facilitate the relocation process as its services match Fenway’s requirements more closely than ERS’ do.

198. Unit 6b
Environmental
Report

199. Teaching objectives Upon completion of the unit, you will
be able to talk about the impact of business on the environment
practise listening for specific information
review and practice language for giving presentations

200. Assessing environmental impact
Speaking
Discuss the environmental impact
Talk about the measures to reduce the environmental impact

201. Environmental impact 工业固体废物 白色污染 过度利用森林 森林砍伐 水土流失 土壤盐碱化 农药残留
industrial solid wastes
white pollution
forests overexploitation
deforestation
water and soil erosion
soil alkalization
pesticide residue
工业固体废物
白色污染
过度利用森林
森林砍伐
水土流失
土壤盐碱化
农药残留

202. acid rain
sulfur dioxide (SO2) emissions
suspended particles
dust discharged
soot emissions
noise 酸雨
二氧化硫排放
悬浮颗粒物
工业粉尘排放
烟尘排放
汽车尾气排放 噪音

203. Words and phrases readjust energy consumption policy
formulate waste management guidelines
collect and separate the waste
reduce disposables
调整能源消费政策
制定垃圾管理政策
对垃圾进行收集和分类
减少一次性用品

204. develop environmentally-friendly packing
use fewer plastic bags
to green the environment with plants
reduce energy consumption
开发环保型包装
少用塑料袋
通过种树栽花绿化环境
减少能源消耗

205. Listening
Listen to Geoff Paddock, Senior Group Officer at ICI gives a presentation to potential investors on the company’s environmental performance and choose the correct answer.
Listen again and pay attention to the languages used for presentation
1.B 2.C 3.C 4.B

206. Making presentations
A presentation is a formal talk to one or more people that "presents" ideas or information in a clear, structured way.

207. Languages for making presentations
Introducing the subject
I'd like to start by...
Let's begin by...
First of all, I'll...
Starting with...
I'll begin by...
Ordering
Firstly...secondly...thirdly...lastly...
First of all...then...next...after that...finally...
To start with...later...to finish up...

208. Finishing one subject...
Well, I've told you about...
That's all I have to say about...
We've looked at...
So much for...
...and starting another
Now we'll move on to...
Let me turn now to...
Next...
Turning to...
I'd like now to discuss...
Let's look now at...

209. Analysing a point and giving recommendations
Where does that lead us?
Let's consider this in more detail...
What does this mean for ABC?
Giving an example
For example,...
A good example of this is...
As an illustration,...
To give you an example,...
To illustrate this point...

210. Dealing with questions
We'll be examining this point in more detail later on...
I'd like to deal with this question later, if I may...
I'll come back to this question later in my talk...
Perhaps you'd like to raise this point at the end...
I won't comment on this now...

211. Summarising and concluding
In conclusion,...
Right, let's sum up, shall we?
Let's summarise briefly what we've looked at...
Finally, let me remind you of some of the issues we've covered...
If I can just sum up the main points...

212. Assignment
Prepare a brief presentation on the company’s environmental performance based on the information given on p90.
Try to use the expressions for making a presentation.

213. Unit 7a
Health and safety

214. Teaching objectives Upon completion of the unit, Ss should
be able to talk about health and safety
practise reading and listening for gist and specific information
review the language of obligation

215. Speaking Have you ever had an accident? What happened?
Think of three accidents that can happen in an office.

216. Accidents in office slip on stairs trip over the carpet
fall over computer cables
strain neck, shoulders and upper arms
slam fingers in file drawer
bump your head on the edge of the desk
cups of hot tea spilled

217. Injured at work
Reading: Look at the table on p95 and complete the information with the percentages in the box.

218. Listening
look at the accident report form, listen to the conversation between a company nurse and an employee and complete the form.
the light
his balance
stitches
painkillers

219. Expressions of obligation
to be under an obligation
to be obliged to do sth.
have to do sth.
must
to be required to do sth.
负有…的义务，有义务做…
必须做（某事）
不得不…
应该、必须
被要求做…、必须做…

220. How safe is your workplace?
Reading
Task 1: Read the leaflet about assessment and match each of the steps (1-5) with one of the headings from the box (A-E).
Task 2: choose the correct sentence from A-I to fill each gap of the article.
1 B 2 A 3 E 4 D 5 C
1G 2F 3D 4A 5E

221. Detailed study nothing more than… equal to, same as, not more than.
kook afresh
be in place
be/become involved in action/lawsuit
civil liability
keep an eye on sth.
in one’s own right
equal to, same as, not more than.
look again
适当的、 适时的
卷入诉讼
民事责任
照看、留心
凭本身的权利、能力、实力、资格

222. Summary
Read an article about steps to risk assessment and accomplished a reading task of which specific information is needed
The language of obligation
Words and phrases for accidents in office

223. Unit 7b
Rights at work

224. Teaching objectives Upon completion of the unit Ss will
be able to talk about work-related problems and their legal implications
practise reading and listening for gist and specific information
review passives

225. Warm-up questions Are people allowed to smoke in their workplace?
Is smoking harmful to people especially those who do not smoke?
If you are a non-smoker surrounded by smokers, what could you do to protect yourself?

226. Reading
Read the bulletin about an industrial tribunal and answer the questions:
Who won the case – the plaintiff or the employer? What’s the situation?
How will this decision affect employers in the future?
Are the statements below the article true or false?

227. Suggested answer The plaintiff won her case.
In future, companies will need to make sure they provide reasonable working conditions for staff and deal with any complaints promptly. However, this does not necessarily mean introducing smoking bans: employers must consider the views of smokers as well as non-smokers.
1. F 2. F 3. T 4. T F

228. Words and phrases tribunal rules legal action 法庭、法庭仲裁 法律诉讼 law firm
go to court
The Employment Appeal Tribunal( EAT)
staff complaints
plaintiff
breach the contractual obligation
法庭、法庭仲裁
法律诉讼
法律事务所
上法庭，提出诉讼
劳工诉讼法庭
员工投诉 原告
违反合同义务

229. Language focus
Read the bulletin again to find examples of passives and group them under functions they perform:
Obligation Recommendation Possibility
A smoking policy should be drawn up…
Employers are advised to…
Employers are recommended to…
Staff must be consulted…
The employee was forced to…
They might be faced with…
They would be faced with…

230. Listening
Ss read the list of eight reasons why people lost their jobs (A-H). Ss then listen to five people talking about why they lost their jobs and match each person with one of the reasons.
1. C 2. F 3. A 4. E 5. G

231. Discussion Look at p102 and discuss the fairness of what happened.
If you are the manager, how would you deal with the incidents?

232. Unit 8 b
Business travel

233. Teaching objectives Upon completion of the unit Ss will
be able to talk about air travel
practise reading for specific information
practise listening for gist

234. Listening
Listen to five businessmen talking about different travel services and accomplish the listening task. 1. 2. 3. 4. 5. E H D B A

235. Airline companies British Airways Ryanair Prestige Airways
World airway
EasyJet
Debonair
KLM UK
Virgin Express Go
英国航空公司
(爱尔兰）莱纳航空公司
(美国）普雷斯蒂航空公司
(美国）世界航空公司
(英国）易捷航空公司
(英国）戴博娜航空公司
荷兰皇家航空公司
(比利时）维珍快航公司
(英国）前进航空公司

236. Reading
Task 1: Read the article on p113 and think of a title for each paragraph.
Introduction
Characteristics of no-frills airlines
Added frills for low-cost airlines
The history of Debonair
Debonair’s new business class
Reactions of other low-cost airlines
Consolidation in the low-cost airline sector

237. Reading
Task 2: Read the article and decide if the statements true or false.

238. Task 3:Look at the comments on p114 from passengers
Task 3:Look at the comments on p114 from passengers. Which airline does each of the sentences refer to? B D C A

239. Words and phrases air travel 乘飞机旅行 baggage allowance 行李限制
business class
creature comforts
in-flight catering
priority status
scheduled flight
乘飞机旅行
行李限制
商务舱
物资享受
航空餐饮
优先权、优先资格
定期航班

240. mainstream airlines
low-cost airlines
no-frills airlines
high volume route
in-flight office facilities
In-flight catering
大型航空公司
低成本航空公司
经济型航空公司
航空热线
机上办公设施
机上提供的食品、饮料

241. Controlled practice Match the following words

242. 4 2 6 8 3 9 7 1 5

243. Summary Some phrases about business travel
Reading tasks for getting specific information
Listening task for getting gist information

244. Unit 9 a
Flexible benefits

245. Teaching objectives Upon completion of the unit, Ss should:
be able to talk about employment benefits
practise reading for gist and specific information
practise listening for specific information

246. Leading in discussion What benefits do companies offer?
How important are benefits to you when considering a job offer?
What benefits would you be interested in:
additional holiday, additional cash
company car, travel insurance
critical illness insurance, pension
accident insurance, retail vouches

247. Words and phrases 福利制度 benefit system 日间托儿所 day care 年假 annual leave
基本工资
福利津贴
报酬、奖金
附加福利基金
福利套餐（工资之外的福利，如健康保险，住房或股票等）
benefit system
day care
annual leave
base pay
benefit premium
reward
additional benefits funding
benefits package

248. life assurance
automobile assurance
health insurance
medical insurance
labor insurance
accident death insurance
medical expense insurance
unemployment insurance
人寿保险
汽车保险
健康保险
医疗保险
劳动保险
意外死亡保险
医疗费用保险
失业保险

249. How flexible benefits work
Reading
Task 1:Read the information about PwC’s (普华永道会计师事务所)flexible benefits system to find out how the Base Pay and Benefits Premium are flexible.
Task 2:Decide if the statements on p120 true or false.

250. The advantage of flexible benefits
Reading task: read and complete the documents with the correct benefits from the list :

251. Listening
Listen to a Senior Manager at PwC talking about the Choices scheme and choose one letter for the correct answer.

252. Summary In this unit, we have learned some phrases about benefits.
We have done some reading task for practising reading for special and gist information.
We have listened to a talk about a benefit scheme in PwC.

253. Unit 9 b
Staff appraisal

254. Teaching objectives Upon completion of the unit Ss
should be able to talk about appraisals
practise reading for specific information
practise listening for gist

255. The role of appraisals
Look at the list of reasons for appraising staff, which are the three most important?
to assess training and development needs
to help improve current performance
to review past performance
to assess promotion prospects
to set performance objective
to review pay

256. Listening
Five people talk about their appraisals. Listen and decide the main topic of each extract.
A current performance
B future targets
C job description
D past performance
E pay
F promotion prospects
G training
H working environment

257. Phrases in listening get down to do sth. hand over get nowhere
it started with the usual stuff
认真地静下心…
移交，让与
一事无成
以老套的废话开头，stuff为俚语，意为“废话”

258. Reading
Ss discuss whether they have encountered any of the problems described in the article and answer the questions.
1. C 2. B 3. C 4. A 5. C 6. D

259. Words and phrases take sb. to count 对某人起诉,控告某人 in the interest of
contribute to
resort to
air their grievances
give air to their grievances
stem from
对某人起诉,控告某人
为了…的利益、为了…的缘故
促成 …的因素
诉诸，依靠、采用…手段
公开表示、透露不满
起源，发生

260. Summary We have discussed the reasons of appraising staff.
We have done a reading task for getting specific information and a listening task for gist.
We have learned some words and phrases.

261. Assignment
You work in the Human Resources Department. Write a word about staff appraisals to managers:

262. Unit 10a
Marketing disaster

263. Teaching objectives Upon completion of the unit, Ss should
be able to talk about marketing
practise reading for gist and specific information
practise listening for gist

264. Marketing mix
Elements of the marketing mix: 'four Ps' product , price, place and promotion.
Product
Price
Place
promotion

265. Speaking
How would the four Ps of marketing apply to the product on p131:
Product: holidays in the sun, take a mild sun-bath, for well-off people, get away from the crowded resorts (the freedom tobe…)
阳光假日，晒日光浴，适合经济富裕的顾客，远离拥挤的旅游胜地
Price: upmarket, comparatively expensive
高档商品，价格相对昂贵

266. Promotion: the company uses the internet, brochures or mailshots, etc
Promotion: the company uses the internet, brochures or mailshots, etc. to promote the product
公司通过因特网、宣传手册、邮寄广告等手段来促销这一产品
Place: use travel agents or deal with customers directly (as the website address and the telephone number is provided here)
通过旅行社或直接接待顾客的途径

267. Reading
1:Look at the four stories on p132 about marketing disasters and see which story does each piece of marketing advice refer to: D A C B

269. Phrases 宝贵瞬间 golden moment 幸福的时刻 golden hours 千载难逢的机会
突然,出乎意料的
耗尽资产、钱财；把不受欢迎的人赶走
破产，倒闭
与…同时发生，与…相巧合
golden moment
golden hours
a golden opportunity
out of the blue
clean out
(go) into liquidation
coincide with

270. Promotions that failed
Reading: Read the stories about promotions that failed. Ask Ss how they think each story ends.
Listening: listen to three people talking about failed promotion and decide which promotion each speaker is talking about.
1. B A C

271. Summary The element of marketing mix Reading and listening
Words and phrases

272. Unit 10b
Going global

273. Teaching objectives Upon completion of the unit Ss will
Be able to talk about entering foreign markets
practise reading for gist and specific information
practise listening for specific information

274. Choosing the right product
Think of three successful products. Why are they successful?
invest in research and development
在研发方面投资
listen to their customers
听取顾客意见
understand the market demand
了解市场需求

275. identify the most valuable promotional methods识别最有价值的促销方法
be acquainted with the local values and social customers熟悉本土市场的价值观念和社会习俗
adapt the products to different local markets使产品适应不同的本土市场
cater for the taste of the local customers迎合本地消费者的口味

276. Case study
In the 1980s the US hotel group Marriott Corporation decided on a strategy of globalization. Put these Marriott brands into the framework on p135.
Read the case study on p 136, and then check the answer for the most suitable product for globalization.

277. Entering the market
Listening: listen to Donald Fraser, a consultant at Kennedy, talks about advising companies on exporting and choose one letter for the correct answer.
1.C A C C
5. A B A B

278. Discussion The advantage and disadvantages
Franchise Joint venture Wholly-owned
subsidiary
can share costs and risks
Access to important local information without the cost of buying a company
Can pool know-how and knowledge
One company might exploit and/or terminate its agreement with its partner
Advantages:
complete control
lower financial risk
control of product
avoids the conflicts of joint ventures
local knowledge
cheaper (transporting goods etc.)
more investment necessary-higher risk
Disadvantages