Sách Market Leader Advanced – Unit 8: Consultants – Tiếng anh thương mại – Học Hay (Phần 2)


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Market Leader Advanced – Unit 8: Consultants - Business Skills

 

A. Match these negotiating techniques (1-4) with what the negotiators actually say (a-h). What other negotiating techniques do you know?

1. Explaining the value of a concession

2. Testing the situation

3. Responding to an unacceptable concession

4. Checking with a higher authority

a) What if I take 4,000 units? How much would that cost me? 

b) Yes, and your sales also increased because of that, right? c) Let me run this by my boss and I'll get back to you, OK?

d) I see ... (silence)

e) What would you say if we were to extend the deadline by a fortnight or so?

f) I'd like to do business with you, but I'm afraid we're simply too far apart. 

g) We'll pay for the delivery. In real terms, that's a saving of about €500.

h) Here she is! Well, if you don't mind, our Purchasing Manager will take over from here.

 

Đáp án:

1. b, g

2. a, e

3. d, f

4. c, h

 

B. Complete a sales manager's notes below on making concessions with the words and phrases in the box. What do you think of the advice? 

understands its full value         'take-it-or-leave-it'         big concession          walk away         some sort of compensation           willing to make concessions          get a concession            ill-will            one by one

 

Sales negotiations: making concessions

1. Don't give the first ………….

2. Don't assume you have to match your customers' concessions …………..

3. Don't give a concession away without …………..

4. Never give away a concession unless the customer …………..

5. The best time to …………. is when you're offering one.

6. Whatever you do, don't advertise you're …………..

7. The …………. offer is unacceptable - it only creates …………..

8. If the customer isn't planning to buy, you need to …………..

 

Đáp án:

1. big concession

2. one by one

3. some sort of compensation

4. understands its full value

5. get a concession

6. willing to make concessions

7. 'take-it-or-leave-it'; ill-will

8. walk away

 

C. Listen to two negotiations and answer these questions.

1. How effective were the negotiators?

2. Which techniques did they use?

3. How would you describe their relationships?

 

Đáp án:

Suggested answers

Negotiation 1

1. They are effective negotiators because both parties are prepared to make concessions: Mr Khilawala agrees to deliver one week sooner and his client will probably pay him sooner (30-day credit terms), so it's a win-win situation.

2. Mr Khilawala, the supplier/seller, practises the silent technique. The buyer/customer (Irene) is the first to talk and does most of the talking. Irene also refers to a higher authority, John Himona, although it's not clear whether he's actually a real person, or she is calling his bluff- pretending to check with someone else first, probably to play for time.

3. They seem to know each other, although their relationship seems as little strained, as Mr Khilawala uses the silent technique.

Negotiation 2

1. Claude is 'effective' in that he negotiates a good price for the 30ml bottle. Kevin is also effective in that he agrees to take on a new product, but drops one that isn't selling well and negotiates a smaller size for the baby talc. They are both prepared to make concessions, but it isn't a win-win situation: Kevin is left feeling cheated, and we don't know if he will honour the oral agreement.

2. Claude, the supplier/seller, uses sales techniques, such as offering a special price because of their special relationship, which is a common salesploy: Our usual price is €10 per 50ml. But for you, we're offering it at €9.50! Claude also states the benefits for his client: And economical, too. /That's a 5% saving, Kevin. However, in the end Claude outwits Kevin and calls his bluff by pretending they're negotiating for a 50ml bottle of perfume/body spray and not for the 30ml bottle.

3. The buyer and the seller have a friendly relationship and adopt a personal approach. They seem to treat the other party as a partner, calling each other by first names and using humour, but there is also an element of oneupmanship. (Explain this word if necessary.)

 

D. Which of these expressions did you hear the supplier (S) and the buyer (B) use in Exercise C? Which expressions sound more tentative or polite (T)?

Negotiation 1

I was wondering if you could deliver a bit sooner.

Maybe we could talk a little about terms of payment at this point?

We could deliver sooner, provided you paid in cash.

I suppose I could look into it.

I'd have to check with my supervisor first. 

He'd have to confirm the payment terms, you see.

What if we delivered one week earlier and you gave us ...?

I think that should be do-able.

Leave it with me. I'll see what I can do. 

I'll wait to hear from you, then.

Negotiation 2

Actually, it seems a couple of the products aren't doing that well.

It might do better if it wasn't in a 500g container.

So, we were wondering whether you'd be able to ...

Our usual price is… But for you, we're offering it at... 

That's a 5% saving.

What would you say to a 10% discount? 

So, do we agree on €9 per bottle, then? 

It's always good doing business with you. 

You'll put it all in writing, won't you? 

Consider it a deal. 

 

Đáp án:

Negotiation 1

Buyer (Irene)

I was wondering if you could deliver a bit sooner? (T)

Maybe we could talk a little about terms of payment at this point. (T)

I suppose I could look into it.

I'd have to check with my supervisor first.

He'd have to confirm the payment terms, you see.

I think that should be do-able. (T)

Leave it with me. I'll see what I can do.

Seller (Mr Khilawala)

We could deliver sooner, provided you paid in cash. (T)

What if we delivered one week earlier and you gave us...? (T)

I'll wait to hear from you, then.

Negotiation 2

Buyer (Kevin)

Actually, it seems a couple of the products aren't doing that well. (T)

It might do better if it wasn't in a 500g container. (T)

So, we were wondering whether you'd be able to ... (T)

What would you say to a 10% discount? (T)

So, do we agree on €9 per bottle, then?

Consider it a deal.

Seller (Claude)

Our usual price is ... But for you, we're offering it at ...

That's a 5% saving.

It's always good doing business with you.

You'll put it all in writing, won't you?

Reading and Language Market Leader Advanced – Unit 8: Consultants – Tiếng anh thương mại – HocHay

 

A. Read the extract on the opposite page from a blog about a day in the life of a management consultant, then answer these questions.

1. What type of project is the consultant working on?

2. Why do you think a client might choose a consultant for this type of project?

3. How many formal and informal meetings does the consultant attend?

4. What impression does the blog give of the consultant and his attitude to the work?

5. What evidence is there to suggest the client is happy with some aspects of the project and less happy with others?

6. What setbacks and surprises were there during the day?

 

Đáp án:

 

1. An operations turnaround project with a focus on personnel

2. It can be hard for companies to do a sensitive job like this, which involves major operational changes, e.g. job cuts, salary and benefit changes/reduction. Also, the company may not have the expertise internally to do this. Hiring consultants can be a way to reach the desired conclusions without company management being directly involved.

3. The consultant attends four formal meetings:

1) team meeting to prepare for the client meeting at 12 noon; 2) client (monthly progress) meeting at 2 p.m.; 3) post-meeting debrief at 3 p.m.; and 4) meeting between project team and three partners to discuss scope of the project at 4 p.m.

The lunch at 1.30 p.m. with the client team might also be considered an informal meeting in preparation for the meeting with the CEO.

4. The consultant appears to be quite young (I briefly wonder if she'll ask me how old I am, conscientious and enthusiastic (e.g. he prepares and revises the slides well, memorises key facts for the meeting, is keen to please the team manager, plans to work late on the new data for the next day, etc.).

5. The CEO seems happy at the end of the meeting and congratulates the partner on the team. On the other hand, it seems that the client tias said the scope of the project is too narrow, i.e. the consultants are not doing enough.

6. It was a good day in that the Production team sent the slides, which saved the consultant a lot of work and time. He prepared a good presentation that impressed the CEO of the client company. The manager also seemed pleased with the team's work. The surprise news is that the team could have more work to do. A minor setback is the quarterly data appears to be a mess, so the consultant will have to work on it this evening. Another setback was the inconclusive teleconference call with the partners, who could not agree on what needed doing.

 

B. Match the words and expressions in bold in the blog with these definitions and synonyms.

1. finishes a job, meeting, etc.

2. puts things into bags, etc. ready to finish work at the end of the day

3. read, look at or explain something quickly

4. decide on an agreement, contract, etc. after a lot of discussion and disagreement

5. read or discuss something in order to make sure it is correct

6. discussion about a job just done in order to gather information

7. follow up with certain people at a later point in time

8. spending time finding out what has been happening while you have been away

9. a trivial detail

10. filled with a large quantity of something

11. stop being worried or frightened about.something

12. didn't include someone or something

 

Đáp án:

1. wraps up

2. packs up

3. run [...] through

4. hammer out

5. go through

6. debrief

7. circle back

8. having a catch-up

9. a small nit

10. piled up

11. breathe a sigh of relief

12. left out

 

C. The consultant has often omitted certain words from the blog. This is typical of informal language use. Find five examples of this. What types of word have been omitted? Why do you think the writer does this?

 

Đáp án:

Some examples:

(The) Hotel alarm wakes me.

(I) Breathe (a) sigh of relief.

(My) BlackBerry buzzes.

(The/My) Manager says ...

All (of my shirts) are wrinkled.

(There's) No extra sleep for me.

(It) Could have been much worse.

(The) Team meeting starts.

(The) meeting Os) over!

 

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Giáo trình Market Leader Advanced – Unit 8: Consultants – Tiếng anh thương mại | Học Hay (Phần 2)

 

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