Win Win - English for your
business
career, Teacher's package
Louise Stansfield, Tiina Eerola, Jani
Munne, Anne-Mari Raivio
ISBN 978-951-37-5503-4
Päivitetty 25.05.2011
Teacher's package for Win Win - English for
your business career contains
- instructions and tips for using the book and ideas for teaching
- slides for chapters
- answers for exercises
- extra exercises and material
- vocabularies for texts in the book
All feedback and comments on the book and the teacher's
package are very welcome and can be sent to: mirkka.
[email protected]
Instructions and tips
Presentation skills
Section 1 Work
1.1 Working
Slides for the unit Extra material and exercises
Vocabulary
Answers for exercises
Tips for the teacher
1.2 Networking
Slides for the unit Extra material and exercises
Vocabulary
Answers for exercises
Tips for the teacher
1.3 Team Working
Slides for the unit Extra material and exercises
Vocabulary
Answers for exercises
Tips for the teacher
1.4 Informing
Slides for the unit Extra material and exercises
Vocabulary
Answers for exercises
Tips for the teacher Win Win Post slides
1.5 Working for and managing yourself
Slides for the unit Extra material and exercises
Vocabulary
Answers for exercises
Tips for the teacher
This demo contains material for units 1.4 and 2.1.
Kopiointiehdot
Section 2 International
2.1 International Trade
Slides for the unit Extra material and exercises
Vocabulary
Answers for exercises
Tips for the teacher Win Win Post slides
2.2 Communicating to serve
Slides for the unit Extra material and exercises
Vocabulary
Answers for exercises
Tips for the teacher
2.3 Contemporary issues in global business
Slides for the unit Extra material and exercises
Vocabulary
Answers for exercises
Tips for the teacher
2.4 Networking internationally
Slides for the unit Extra material and exercises
Vocabulary
Answers for exercises
Tips for the teacher
2.5 Events and deals
Slides for the unit Extra material and exercises
Vocabulary
Answers for exercises
Tips for the teacher
2.6 Project management and virtual teams
Slides for the unit Extra material and exercises
Vocabulary
Answers for exercises
Tips for the teacher
1.6 Performing professionally
Slides for the unit Extra material and exercises
Vocabulary
Answers for exercises
Tips for the teacher
1.7 Writing to communicate
Slides for the unit Extra material and exercises
Vocabulary
Answers for exercises
Tips for the teacher
Section 3 Niche
3.1 Management
Slides for the unit Extra material and exercises
Vocabulary
Answers for exercises
Tips for the teacher
3.2 Accounting
Slides for the unit Extra material and exercises
Vocabulary
Answers for exercises
Tips for the teacher
3.3 Finance
Slides for the unit Extra material and exercises
Vocabulary
Answers for exercises
Tips for the teacher
3.4 Marketing
Slides for the unit Extra material and exercises
Vocabulary
Answers for exercises
Tips for the teacher
3.5 Logistics
Slides for the unit Extra material and exercises
Vocabulary
Answers for exercises
Tips for the teacher
3.6 International Business
Slides for the unit Extra material and exercises
Vocabulary
Answers for exercises
Tips for the teacher
3.7 Information systems and IT
Slides for the unit Extra material and exercises
Vocabulary
Answers for exercises
Tips for the teacher
2.7 You as a winning brand
Slides for the unit Extra material and exercises
Vocabulary
Answers for exercises
Tips for the teacher
1.4 Extras
Contents
1.
Anna’s Blog ................................................................................................................................................................................................................ 2
2.
Case Alma Media ....................................................................................................................................................................................................... 3
a) Learning Vocabulary ................................................................................................................................................................................................... 3
b) Understanding overall meaning ................................................................................................................................................................................. 4
c) Alma Media’s latest Annual Report ............................................................................................................................................................................ 4
3.
4.
Win Win Post ............................................................................................................................................................................................................. 5
a)
Complete the following gaps with the correct company or product names ................................................................................................... 5
b)
Find the words below in the text in English ..................................................................................................................................................... 5
c)
Reading for detail and summarising (headlines) ................................................................................................................................................... 6
d)
Fill in the missing verb in the headlines below ................................................................................................................................................ 7
e)
Quick trends .................................................................................................................................................................................................... 8
Companies and organisations in a minute ................................................................................................................................................................. 9
a) Connect the Finnish and the English term: ................................................................................................................................................................. 9
b) Puzzle ....................................................................................................................................................................................................................... 10
5.
Translate the Estanc Organisation chart .................................................................................................................................................................. 11
6.
Organisational Change ............................................................................................................................................................................................. 12
a) Match the term with the correct definition .............................................................................................................................................................. 12
b) Summarising, listening and retelling ........................................................................................................................................................................ 13
7.
EK business trend survey.......................................................................................................................................................................................... 14
a) Vocabulary................................................................................................................................................................................................................ 14
b) Word Explanation ..................................................................................................................................................................................................... 15
c) Reading and summarising ‘Gentle fall from peak continues’ .................................................................................................................................... 17
8.
Reading comprehension for EK article ‘Economic setback ahead’ .......................................................................................................................... 18
9.
Trend expressions .................................................................................................................................................................................................... 19
10.
Linking cause and effect ..................................................................................................................................................................................... 21
1
Back to the contents
1_4_EXTRAS
1. Anna’s Blog
How would you express the following in English:
1) Minua pyydettiin pitämään esitys seminaarissa.
2) Onneksi yrityksellä on hyvät diat toiminnastaan.
3) Minun täytyy vain opetella yrityksen missio ulkoa.
4) Minun pitää myös harjoitella paljon ennen esitystä.
5) Onhan tämä hyvää harjoitusta tulevaisuutta varten!
2
Back to the contents
1_4_EXTRAS
2. Case Alma Media
a) Learning Vocabulary
How well do you know the vocabulary related to accounting in Alma Media Annual Report on page 43?
Evaluate how well you know each word according to the scale.
1 I don’t know the word at all.
2 I have seen or heard this word but I don’t know what it means.
3 I can understand what this word means but I can’t use it yet actively in my own speaking /
writing.
4 I already know this word and can actively use it in my own speaking / writing.
1
annual
profitability
growth
net sales
operating profit
margin
earning
share
dividend
breakdown
key figures
associated
company
3
Back to the contents
1_4_EXTRAS
2
3
4
b) Understanding overall meaning
See p. 43 with ‘Year 2007 in a minute’ and figure out the (overall) meaning of the words in task a).
English
Definition (in English)
Finnish
annual
_____________________________________
_______________________
profitability
_____________________________________
_______________________
growth
_____________________________________
_______________________
net sales
_____________________________________
_______________________
operating profit
_____________________________________
_______________________
margin
_____________________________________
_______________________
earning
_____________________________________
_______________________
share
_____________________________________
_______________________
dividend
_____________________________________
_______________________
breakdown
_____________________________________
_______________________
key figures
_____________________________________
_______________________
associated company _____________________________________
_______________________
c) Alma Media’s latest Annual Report
Find a copy of Alma Media’s latest Annual Report (http://www.almamedia.fi/financial_reports).
Find out the same information as on p. 43 in the latest report and prepare a short comparison on how
things have changed. Go through the changes together. (Use trend expressions on page 308.)
4
Back to the contents
1_4_EXTRAS
3. Win Win Post
a) Complete the following gaps with the correct company or product names
Identify the company or product names in the headlines below
__________________ acquires __________________
__________________ gains stronger edge in Baltic cruise market
__________________ to cut 750 jobs
__________________ reduces stake in __________________ .
__________________ to close Oulunsalo factory
__________________ plans to launch new__________________
__________________ to rationalise its distribution chain and retail operations
__________________ to expand pan-European operations
MK takes over as CEO of __________________
b) Find the words below in the text in English
Verbs
rahoittaa_______________________________
ennustaa_______________________________
saada aikaan, tuottaa_____________________
laajentaa_______________________________
tehostaa_______________________________
lanseerata______________________________
työllistää_______________________________
listautua pörssiin_________________________
vahvistaa_______________________________
ostaa_______________________________
vähentää_______________________________
5
Back to the contents
1_4_EXTRAS
ottaa haltuun____________________________
erottua_______________________________
Nouns
Describing words
fuusio_______________________________
edullinen_______________________________
jakeluketju______________________________
ehdotettu______________________________
kilpailija_______________________________
ennätyksellinen__________________________
kilpailuetu______________________________
laaja_______________________________
kodinkone______________________________
merkittävä_____________________________
kulut_______________________________
pitkäaikainen____________________________
osake_______________________________
pitkään odotettu________________________
osuus_______________________________
todennäköinen__________________________
pörssi_______________________________
uudenlainen,
omaperäinen__________________________
toiminta_______________________________
vuosittainen____________________________
tuotanto_______________________________
yhdistetty______________________________
tuottavuus,
kannattavuus__________________________
yleiseurooppalainen______________________
työmarkkinat____________________________
vähittäismyynti__________________________
c) Reading for detail and summarising (headlines)
Work with a pair and come up with headings for the remaining news in Business World Wide (p. 45).
You can find help on page 50-51 on headline style.
6
Back to the contents
1_4_EXTRAS
d) Fill in the missing verb in the headlines below
a) Vinjet Shipping Ltd __________________ Roslagen Line
b) Vinjet __________________ stronger edge in Baltic cruise market
c) Electromax to __________________ 750 jobs
d) Electromax to __________________ Oulunsalo factory
e) Apex Capital __________________ stake in Pizza Queen.
f) Job market __________________ healthy
g) BlinkE to __________________ pan-European operations.
h) MK __________________ over as CEO of Win Win Com.
i) eFinn plans to __________________ new minEpod
j) IceHouse Electronics to __________________ its distribution chain and retail operations
7
Back to the contents
1_4_EXTRAS
e) Quick trends
Fill in the blank with the correct trend expression.
a) Glownow sales in Europe and Asia __________________ .
b) Glownow shares __________________ 8%
c) Heyho expects to __________________ its online advertising revenues
d) Nordic Airways to __________________ fuel surcharge
e) Oil prices to __________________ soon
f) __________________ for the dollar
8
Back to the contents
1_4_EXTRAS
4. Companies and organisations in a minute
a) Connect the Finnish and the English term:
1.
sole trader
a) julkinen osakeyhtiö oyj
2.
general partnership
b) konserni
3.
limited partnership
c) toiminimi
4.
private limited company
d) osuuskunta
5.
public limited company
e) avoin yhtiö
6.
cooperative
f) monialayritys
7.
group
g) kommandiittiyhtiö
8.
conglomerate
h) yksityinen osakeyhtiö oy
9
Back to the contents
1_4_EXTRAS
b) Puzzle
8. osakeyhtiö
10
Back to the contents
1_4_EXTRAS
5. Translate the Estanc Organisation chart
11
Back to the contents
1_4_EXTRAS
6. Organisational Change
a) Match the term with the correct definition
a) Acquisition
1) Co-operation between two or more companies
b) Alliance
2) Diverts your investments to a collection of companies
c) Business angel
3) Lends you money and gives you business advice
d) Business portfolio
4) Limited company whose shares are publicly listed on the stock
exchange
e) Conglomerate
5) Organisation comprising of several companies
f) Corporate
partnership
6) To raise capital when you decided to be listed on the stock
exchange
g) Divest
7) Two companies join together
h) Hostile takeover
8) Two or more companies have established a company together
i) Initial public offering
(IPO)
9) Two or more companies share resources between them
j) Joint venture
10) When a new business idea leads to development of a new
company which stands independent of the parent company
k) Merger
11)
When you cut your operations
l) Spin-off
12)
Controlling all stages of one particular type of business
m) Public limited
company
13) Company makes a successful takeover bid (an offer to buy)
other company
n) Vertical integration
14)
12
Back to the contents
When one company buys other company
1_4_EXTRAS
b) Summarising, listening and retelling
Step 1. Discuss note-taking while listening (e.g. how to do it, what kind of things help you to pick the
most important things, what the speakers should take into consideration if they want the audience to
be able to take notes).
Step 2. Find an article in a newspaper that deals with one of the restructuring measures mentioned in
the book. Make notes on what you read and summarise the main points, so that you can repeat the
story for a colleague who doesn’t have access to the original article.
Step 3. Work with a pair and take turns in summarising the main ideas of your articles. The listener
should write notes while listening. Remember to help the listener by e.g. adding structuring language.
Step 4. Find a new pair and tell the story that you just heard to them based on your notes. The listener
should again take notes and repeat the story that you just told to a new pair.
Step 5. Repeat the last piece of news that you heard to the whole class and see if it had changed on the
way.
13
Back to the contents
1_4_EXTRAS
7. EK business trend survey
See p. 52
a) Vocabulary
Take a look at the vocabulary list at the bottom of the page 52 and see if you already know the words
in Finnish or if you can come up with the meaning by reading the definitions.
Finnish
1)
balance figure _______________________________________________________________
2)
carry out
3)
Confederation of Finnish
Industries
_______________________________________________________________
4)
employ
_______________________________________________________________
5)
forecast
_______________________________________________________________
6)
increase
_______________________________________________________________
7)
input
_______________________________________________________________
8)
major turn
_______________________________________________________________
9)
moderate
_______________________________________________________________
10)
output
_______________________________________________________________
11)
peak
_______________________________________________________________
12)
prediction
_______________________________________________________________
13)
prospects
_______________________________________________________________
14
Back to the contents
_______________________________________________________________
1_4_EXTRAS
14)
respondent
_______________________________________________________________
15)
stable
_______________________________________________________________
16)
survey
_______________________________________________________________
17)
trend
_______________________________________________________________
b) Word Explanation
It is sometimes said that badly spoken English is the most common language in today’s global business
world. Whatever the case may be, it is still evident that it is not enough to know all the fancy words in
English but it becomes increasingly important to be able to explain terms and concepts in a simple
enough manner so that the other person understands what you are talking about. Playing word
explanation games provides good practice for this.
Form small groups. Each group takes the following table, cuts it in pieces and takes turns in picking up
a paper slip and explaining the word to others. You can add your own words to the table.
Do not use the words in the paper but find a way of explaining the word so that the others can guess
what it is. The winner is the one who guesses most words correctly!
15
Back to the contents
1_4_EXTRAS
balance figure
carry out
Confederation of Finnish
Industries
employ
forecast
increase
major turn
moderate
output
peak
prediction
prospects
respondent
stable
survey
trend
input
16
Back to the contents
1_4_EXTRAS
c) Reading and summarising ‘Gentle fall from peak continues’
Work in pairs and read the EK business trend survey on page 52. Summarise briefly in one sentence
each what the text is saying about:
1) service sector
2) industry
3) construction
17
Back to the contents
1_4_EXTRAS
8. Reading comprehension for EK article ‘Economic setback ahead’
Read the article on p. 54 and answer the following questions.
a) What has happened to the outlook for
the global economy over the past
months?
k) Why will the sharp increase in
investment be reduced?
b) Is the international credit crisis over?
l) Why is it surprising that private
consumption will slow?
c) What have global stock markets
experienced?
m) What will happen to employment and
unemployment in Sweden?
d) What have Nordea's economists done
to their forecasts of coming years'
economic growth?
n) Why is inflation expected to drop?
e) What is the main reason for the Danish
economic slowdown?
f) What other challenges is the Danish
economy facing?
g) Why have financial institutions
announced increases in rates for certain
loan products?
h) What will be the eventual effect of
higher lending rates?
j) How has the Swedish economy
managed to alleviate some of the
negative effects of the US slowdown?
Back to the contents
p) What had caused the bottlenecks in
Finland’s economy?
q) How will the downswing in export
markets be reflected in the outlook for
the Finnish economy?
r) How will the increase in the rate affect
the Norwegian economy?
s) How is the effect on the Norwegian
economy limited?
i) Why will there be a weak development
in Danish exports in the coming years?
18
o) When did Finnish economic growth
slow?
1_4_EXTRAS
t) What will Norges Bank do?
u) How will the Norwegian economy
remain strong over the next years?
9. Trend expressions
On the grid, draw a simple line graph of your own any topic.
Create and label the horizontal/vertical axes to fit your topic (time frame, quantities etc). Describe
your chart and the main trends on it to your partner. You may need to explain why there were
changes.
Some examples:
 Hours spent in the gym/playing football/on my hobby
 Stress levels
 My chocolate eating habits
 My expenditure
 The balance in my bank account
 Hours spent in Facebook
 Time spent in the library
 My alcohol consumption
Introducing your diagram
 I’d like to show you a a graph about …
 I’d like you to take a look at this
chart/diagram showing …
 You can see the dramatic rise in my
chocolate eating in December. This is
because everyone buys me chocolate
for Christmas.
 If you take a look at this graph of the
weekly amount of hours spent in the
gym in the last month, you will see the
19
Back to the contents
1_4_EXTRAS
steep drop in week 49. This was exam
week.
Vocabulary
 Horizontal axis
 Vertical axis
 The horizontal axis shows the months of
the year and the vertical axis represents
the number of hours spent in the gym
per week, from 0 to 20.
_____________________________________________________________________________
Title of the graph
20
Back to the contents
1_4_EXTRAS
10.
Linking cause and effect
In your business studies you will see that events and actions are frequently linked with their cause and
effect and that you will need to show this in your assignments and presentations.
The diagram below summarises this relationship:
back in time or sequence
cause
reason
event
situation
action
forward in time or sequence
effect
consequence
result
solution
There are many ways to express this relationship in English. Here are some examples below:
EFFECT TO CAUSE
The rise in sales
Volkswagen’s fall in profits
The improvement in the
Helsinki stock market
The current economic
slowdown
Strike action
Napster was driven out of
business
CAUSE TO EFFECT
The reduction in price
Weakening demand in America
Nokia’s profit forecast
The sub prime crisis
Threats to close the factory
Copyright law-suits
21
Back to the contents
was due to
was caused by
was brought about by
the reduction in price.
weakening demand in America.
Nokia’s profit forecast.
is the result of
the sub prime crisis.
resulted from
threats to close the factory.
as a result of
copyright law-suits.
led to
caused
resulted in
is the reason for
brought about
drove
1_4_EXTRAS
the rise in sales.
Volkswagen’s fall in profits.
the improvement in the Helsinki stock
market.
the current economic slowdown.
strike action.
Napster out of business
1.4 Vocabulary
Contents
Page 43 Case Alma Media ...................................................................................................................2
Page 44 The Win Win Post ..................................................................................................................3
Page 45 The Win Win Post ..................................................................................................................5
Page 50-51 Reading, reporting and presenting the business news in English....................................7
Page 52 EK business trend survey .......................................................................................................8
Page 54 Press release Economic setback ahead .................................................................................9
Pages 55-56 Using a win-win approach to giving presentations ......................................................11
Pages 57-58 (Using a win-win approach to giving presentations cont.) ...........................................12
Pages 58-60 (Using a win-win approach to giving presentations cont.) ...........................................13
Page 61 (Using a win-win approach to giving presentations cont.)..................................................14
1
Back to contents
1_4_VOCABULARY
Page 43 Case Alma Media
key figure
associated company osakkuusyhtiö
media advertising
average
keskimäärin
sales
mediamyynti
board
hallitus
net sales
liikevaihto
breakdown
jakauma
newspaper
capital employed
sijoitettu pääoma
distribution staff
lehdenjakajat
cash flow
rahavirta
number
lukumäärä
one-time gain
kertaluontoinen voitto
amount to
yltää jhnk
cross capital
avainluku
expenditure
bruttoinvestoinnit
online
verkkopalvelu
debt
velka
operating activities
liiketoiminta
depreciation
poisto
operating profit
liikevoitto
development
suhdanne, kehitys
period
tilikausi
dividend
osinko
product
tuote
earning
tulos
profitability
kannattavuus
earning per share
osakekohtainen tulos
propose
ehdottaa
emerge
kehittyä
representing
employees
henkilöstö
a margin
favourable
hyvä, suotuisa
group
konserni
return on investment sijoitetun pääoman
tuotto
growth
kasvu
improve
parantua
include
sisältää
increase
kasvaa
interest-bearing
korollinen
2
Back to contents
edustaen osuutta
share
osuus
specialize
keskittyä
spur
vauhdittaa
total
olla kaikkiaan
web service
verkkopalvelu
1_4_VOCABULARY
Page 44 The Win Win Post
acquire
ostaa (yritysosto)
eliminate
vähentää
adult
aikuinen
employ
työllistää
advertising
mainonta
evidence
todiste
annual
vuosittainen, vuosi-
expand
laajentaa
appliance
laite
experience
kokemus
broad
laaja
forecast
ennustaa
chair
puheenjohtaja
forthcoming
tuleva
fund
rahoittaa
Chief Operating
Officer
operatiivinen johtaja
generate
saada aikaan, luoda
company news
yritysuutiset
go public
listautua
competition
kilpailu
headhunter
kykyjen etsijä
competitive edge
kilpailukyky
impact
vaikutus
competitor
kilpailija
improve
kohentaa
consultant
konsultti
insider
contained
hillitty
sisäpiirin jäsen
(työntekijä)
cost
kulu
intend
aikoa
cruise
risteily
job watch
työpaikkavahti
current
tämän hetkinen
labour market
työmarkkinat
decision
päätös
latest
uusin
demand
kysyntä
launch
lanseerata, tuoda
markkinoille
distribution
jakelu
lead
johtaa
earning
tuotto
leadership
johtajuus
3
Back to contents
1_4_VOCABULARY
lead story
pääuutinen
remain
säilyä, pysyä
long-awaited
pitkään odotettu
retail
vähittäiskauppa
low-cost country
halpatuotantomaa
savings
säästö
manufacture
valmistaa
share
osake
merger
fuusio
shareholder
osakkeenomistaja
offering
osakemyynti
sign
allekirjoittaa
operation
toiminta
skill
taito, osaaminen
outwit
voittaa
slowdown
taantuma
pan-European
yleiseurooppalainen
stake
osuus
partnership
kumppanuus
stand-out
erottua
plant
tehdas
stock exchange
pörssi
press release
lehdistötiedote
strengthen
vahvistaa
production
tuotanto
succeed
seurata jtk
profiling
profilointi
successor
seuraaja
profitability
kannattavuus
surge
kuohahdus
reach
saavuttaa
take over
ottaa hoitaakseen
record level
huipputaso
targeted
suunnattu
reduce
pienentää
vast
mittava, kattava
regarded as
pidetään jnk
4
Back to contents
1_4_VOCABULARY
Page 45 The Win Win Post
accelerated
kiihtynyt
court
oikeus
accessory
asuste
debt
velka
advertising
mainonta
decade
vuosikymmen
age
aikakausi
default
jättää maksamatta
agree
päättää
demand
kysyntä
agreement
sopimus
dispute
kiista
announce
ilmoittaa
dominate
hallita
approach
lähestyä
due to
jnk johdosta
at least
vähintään
expect
olettaa, odottaa
battle
taistelu
exporter
(maasta)viejä
block
pysäyttää
federal
liittovaltio-
break down
katketa
first-quarter
call for
vaatia
vuoden ensimmäinen
neljännes
cash in
kähmiä
fraud
petos
certification
hyväksyntä, laillistaminen
fuel surcharge
polttoainelisä
champion
tuulettaa
fundamental
perinpohjainen
chief
johtaja
furniture
kaluste
chipmaker
mikrosiruvalmistaja
giant
jättiläinen
collapse
romahtaminen
gold rush
kultarynnäkkö
conglomerate
monialayritys
grand jury
suuri valamiehistö
conspiracy
salaliitto
growth
kasvu
continue
jatkaa
growth rate
kasvuvauhti
hardwood
lehtipuu
5
Back to contents
1_4_VOCABULARY
hub
keskus
profit
voitto
import
tuoda maahan
recovery
elvytys, toipuminen
in brief
lyhyesti
reform
uudistus
increase
korottaa
renewal
uusiminen
indict
tuomita
repayment
takaisin maksu
industry
toimiala
restructuring
saneeraus
issue
myydä
retailer
vähittäiskauppa
jewellery
jalokivi
retiree
eläkeläiset
lead story
pääuutinen
revenue
tulo
marvel at
ihmetellä jtk
settle
sopia
money laundering
rahanpesu
share
osake
negotiation
neuvottelu
shipment
kuljetus
officer
virkailija
sluggish
nihkeä
ounce
unssi
soar
nousta korkealle
outlook
näkymä
stumble
takerrella
overseas
ulkomaan-
sustainable forest
owner
omistaja
kestävän metsänhoidon
metsä
partnership
yhtiö
tackle
hoitaa
pawnshop
panttilainaamo
target
kohdentaa
peak
nousta huippuun
trade
kauppa
post
jättää ilmoitus
warehouse
varasto
price
hinta
white-collar worker
toimistotyöläinen
product
tuote
wholesale
tukku
6
Back to contents
1_4_VOCABULARY
Page 50-51 Reading, reporting and presenting the business news in English
item
"juttu"
acquire
ostaa
real
autenttinen
headline
otsikko
complete
ehjä
pressure
paine
forecast
ennustaa
downsize
pienentää
example
esimerkki
present tense
preesens
dominate
hallita
report
raportoida
peak
huippu
peak
saavuttaa huippu
leave out
jättää pois
vocabulary
sanasto
expand
kartuttaa
restructure
saneerata
increase
kasvu
noun
substantiivi
develop
kehittää
closure
sulkeminen
string
ketju
plan
suunnitella
increase
korottaa
skill
taito
demand
kysyntä
economy
talous
use
käyttää
bid
tarjous
expand
laajentaa
operation
toiminta
sentence
lause
retail
tukku-
press release
lehdistötiedote
launch
tuoda markkinoille
alliance
liittoutuminen
latest
uusin
brief
lyhyt
news
uutiset
fare price
matkan hinta
press
lehdistö
past
mennyt
verb
verbi, teonsana
contain
muodostaa
online
verkko-
crisp
napakka
takeover
yritysosto
discuss
neuvotella
site
asemapaikka
expect
odottaa, olettaa
surge
vaihtelu, kuohunta
7
Back to contents
1_4_VOCABULARY
Page 52 EK business trend survey
according to
jnk mukaisesti
peak
huippu
balance figure
suhdanneluku
predict
ennustaa
business trend
suhdanne
production
tuotanto
carry out
toteuttaa
prospect
näkymä
Confederation
quarter
neljännesvuosi
of Finnish Industries Elinkeinoelämän
keskusliitto
questionnaire
kysely
rate
vauhti
construction
rakennusala
regularly
säännöllisesti
continue
jatkua
remain
pysyä, olla
describe
kuvailla
respond
vastata
expect
odottaa, olettaa
respondent
vastaaja
expectation
odotus, oletus
sales
myynti
forecast
ennustaa
sector
sektori
gentle
lievä
service sector
palveluala
gradual
asteittainen
slow down
hidastua
improvement
kohentuminen
stable
vakaa
in line with
jnk mukaisesti
strengthening
vakiintuminen
increase
kasvaa
to some extent
jossain määrin
industry
teollisuusala
touch
ripaus
major
mittava, suuri
turn
käänne
output
tuotanto; tuotto
unchanged
muuttumaton
8
Back to contents
1_4_VOCABULARY
Page 54 Press release Economic setback ahead
adversely
päinvastaisesti
employment
työllisyys
affect
vaikuttaa jhnk
estimate
arvio
ahead
odotettavissa
eventually
kaikkiaan
alleviate
helpottaa, lieventää
exacerbate
pahentaa
announce
julkaista
expect
odottaa, olettaa
average
keskiverto
experience
kokea
boost
kohentaa
export
vienti
bottleneck
pullonkaula
face
kohdata
breather
toivotus
fiscal
rahataloudellinen
cause
aiheuttaa
forecast
arvio
challenge
haaste
further
lisää
compared to
verrattuna jhnk
growth
kasvu
consequence
seuraus
H2
vuoden toinen puolikas
consumption
kulutus
housing market
talokauppa
credit crisis
luottokriisi
income
tulo
curb
hillitä
increase
kasvaa
currency
valuutta
inevitably
väistämättä
curtail
supistaa
interest
korko
dampen
laskea
IT bubble
IT-kupla
demand
kysyntä
lead
johtaa
despite
huolimatta jstk
level
taso
disposable
käytettävä
limit
rajoittaa
diversified
moninainen
loan
laina
downturn
laskusuhdanne
lower
alentaa
ease
helpottaa
markedly
huomattavasti
effect
vaikutus
measure
toimenpide
9
Back to contents
1_4_VOCABULARY
monetary policy
rahapolitiikka
residential
asumis-
outlook
tulevaisuusnäkymä
robust
nihkeä
outlook
näkymä
secure
taata
pave
avaa tien
setback
takaisku
persistently
jatkuvasti
sharply
äkisti
pick up
nousta
slide
liukua
point to
osoittaa jhnk
slow down
taantua
policy
toimintatapa
slowdown
hidastuminen
pressure
paine
spread
levitä
product
tuote
stabilise
vakaannuttaa
publication
julkaisu
stable
vakaa
rate
kurssi
stock market
osakemarkkinat
rate hike
koron nostaminen
subdued
hillitty
reason
syy
temporarily
hetkittäin
recession
taantuma
trading partner
kauppakumppani
reflect
heijastua
turmoil
kuohunta
relatively
suhteellisen
unemployment
työttömyys
remain
jäädä, pysyä
worsen
huonontua
10
Back to contents
1_4_VOCABULARY
Pages 55-56 Using a win-win approach to giving presentations
accordingly
tarkoituksenmukaisesti
share
jakaa
approach
lähestymistapa
signpost
opaste, viitta
assemble
koota
situation
tilanne
audience
yleisö
slide
dia
choice
valinta
structure
rakenne
content
sisältö
topic
aihe
delivery
esitys
depend on
riippua jstk
entertain
viihdyttää
expectation
odotus
fact
seikka
focus on
keskittyä jhnk
implementation
toteutus
inform
tiedottaa
intent
tarkoitusperä
interested in
kiinnostunut jstk
navigate
suunnistaa
non-verbal
sanaton
persuade
suostutella
plan
suunnitella
practise
harjoitella
presentation
esitys
purpose
tarkoitus
remain
pysyä
remember
muistaa
11
Back to contents
1_4_VOCABULARY
Pages 57-58 (Using a win-win approach to giving presentations cont.)
achievement
saavutus
introduction
johdanto
aspect
näkökulma
maintain
säilyttää
audience
yleisö
navigate
suunnistaa
avoid
välttää
necessary
tarpeellinen
brief
lyhyt
opportunity
mahdollisuus
circumstances
olosuhteet
outline
jäsennellä
competition
kilpailu
pedestrian
jalankulkija
complicated
mutkikas
practise
harjoitella
conclusion
päätelmä, lopetus
presentation
esitys
confidence
varmuus
promise
luvata
consider
tarkastella
recent
viimeaikainen
content
sisältö
recommendation
suositus
current
tämänhetkinen
reintroduce
esitellä uudelleen
describe
kuvailla
revival
elpyminen
direction
suunta
roadmap
reittikartta
effective
toimiva
route
matka
expansion
laajeneminen
signpost
opaste, viitta
expect
olettaa
structure
rakenne
focus on
keskittyä jhnk
success
menestys
format
muoto
summary
yhteenveto
further
jatko-
verbal
sanallinen
include
ottaa mukaan
12
Back to contents
1_4_VOCABULARY
Pages 58-60 (Using a win-win approach to giving presentations cont.)
agree
olla samaa mieltä
suddenly
äkkiä
attention
mielenkiinto
sum up
vetää yhteen
audience
yleisö
summarising
yhteenvedon tekeminen
brief
lyhyt
turn
siirtyä, edetä
careful
harkittu
use
käyttää
chart
diagrammi
clap
taputtaa (käsiään)
clearly
selkeästi
conclusion
lopetus
consider
pohtia
content
sisältö
continent
manner
contraction
lyhennetty muoto
discuss
käsitellä
for instance
esimerkiksi
inclusive
mukaan ottava
inexperienced
kokematon
introduce
tuoda esiin
issue
seikka
preferably
mieluiten
recommend
suositella
recommendation
suositus
remain
pysyä
remind
muistuttaa
research
tutkimus
review
kerrata
signpost
opaste, viitta
13
Back to contents
1_4_VOCABULARY
Page 61 (Using a win-win approach to giving presentations cont.)
acquire
omaksua
audience
yleisö
balanced
tasapainoinen
bullet
luettelomerkki
challenge
haasteellisuus
concept
käsite
contain
sisältää
generally speaking
yleensä ottaen
guideline
ohje
headline
otsikko
key
keskeinen
mistake
virhe
presenter
esityksen pitäjä
punchy
ytimekäs
purpose
tarkoitus
rarely
harvoin
remind
muistuttaa
stand out
nousta esiin
standout
merkittävä
striking
silmiinpistävä
14
Back to contents
1_4_VOCABULARY
1.4 Answers for exercises
Contents
Answers for exercises in the book ............................................................................................................................................................... 2
P. 48 Formal lines of authority ............................................................................................................................................................... 2
P. 48 Who’s who in a company .............................................................................................................................................................. 2
P. 49 Organisational change. How do organisations change? ................................................................................................................ 4
P. 49 Finish the sentences below to form complete definitions and then give some examples of each ............................................... 5
P. 53 Talking about the economy ........................................................................................................................................................... 6
P. 53 Expressing economic trends .......................................................................................................................................................... 7
P. 54 Highlight all trend expressions in the Finnfacts text and the following press release................................................................... 7
P. 60 Signposts ....................................................................................................................................................................................... 9
Answers for extra exercises ....................................................................................................................................................................... 10
1. Anna’s blog ....................................................................................................................................................................................... 10
2 b) Understanding overall meaning .................................................................................................................................................... 10
3 a) Complete the following gaps with the correct company or product name .................................................................................. 11
3 b) Find the words below in the text in English .................................................................................................................................. 11
3 c) Reading for detail and summarising (headlines) ........................................................................................................................... 13
3 d) Fill in the missing verb in the headlines below ............................................................................................................................. 14
3 e) Quick trends .................................................................................................................................................................................. 14
4. a) Connect the Finnish and the English term: .................................................................................................................................. 14
4 b) Puzzle ............................................................................................................................................................................................ 15
5. Translate the Estanc Organisation chart .......................................................................................................................................... 16
6. a) Match the term with the correct definition ................................................................................................................................. 17
7. a) Vocabulary ................................................................................................................................................................................... 17
7. c) Reading and summarizing ‘Gentle fall from peak continues’ ....................................................................................................... 17
8. Reading comprehension for EK article ‘Economic setback ahead’ .................................................................................................. 18
1
Back to the contents
1_4_ANSWERS_FOR_EXERCISES
Answers for exercises in the book
P. 48 Formal lines of authority
a.
HR department
b.
(student’s own interest)
c.
R&D
d.
all on the chart - or discuss: Production, Sales, Finance
e.
Who reports to… ? (students form the question and answer themselves)
____________________________________________________________________________________
P. 48 Who’s who in a company
What other top positions or middle management positions can you name?
Top Positions:
 Senior management usually refers to
the highest management level
 Board of Directors or Executive Board or
Board of Trustees
 The Supervisory Board is elected by
owners / shareholders
 Chair (Chairman) of The Board*, usually
the company’s Chief Executive Officer
(CEO)






Member of the Board
President
Vice President
Treasurer
Company Secretary
Vice Chair (chairman)
(* In politically correct (PC) language in UK and US it is Chair of the Board. Nokia uses Chairman.)
The C level positions (chief)/The ‘C-suite’:
 Chief Executive Officer (CEO) or also MD
(Managing Director)
 Chief Financial Officer (CFO)
 Chief Marketing Officer (CMO)
 Chief Information Officer (CIO)
 Chief Operating Officer (COO)
 Director (or Manager) of Human
Resources
 Chief Accounting Officer
2
Back to the contents








Chief Acquisition Officer
Chief Administrative Officer
Chief Audit Executive
Chief Automation Officer
Chief Analytics Officer
Chief Benefits Officer
Chief Business Officer (or Business
Development Officer)
Chief Channel Officer
1_4_ANSWERS_FOR_EXERCISES
















Chief Communications Officer
Chief Compliance Officer
Chief Credit Officer
Chief Data Officer
Chief Diversity Officer
Chief Engineering Officer
Chief Experience Officer (CXO)
Chief Governance Officer
Chief Information security Officer
Chief Intellectual property Officer
Chief Investment Officer
Chief Knowledge Officer
Chief Learning Officer
Chief Legal Officer
Chief Networking Officer
Chief Privacy Officer














Chief Process Officer
Chief Product Officer
Chief Quality Officer
Chief Research Officer
Chief Revenue Officer
Chief Risk Officer
Chief Sales Officer
Chief Science Officer
Chief Security Officer
Chief Strategy Officer
Chief Sustainability Officer
Chief Technical Officer
Chief Visionary Officer
Creative Director (or Chief Creative
Officer)
Middle Management positions:
Typically middle management positions vary from business to business and industry to industry. Titles
include e.g.:
 senior manager
 regional manager
 manager
 divisional manager
 supervisor
 director
 project manager
 general manager
 lead
 plant manager
Read more:
 http://www.referenceforbusiness.com/management/Log-Mar/ManagementLevels.html#ixzz1MhFyYv00
 http://jobs.lovetoknow.com/Examples_of_Job_Description_for_a_Manager
 http://www.ehow.com/about_5097975_middle-management-position.html#ixzz1M96uCfuV
How many positions can you name from white-collar workers in offices down to blue-collar workers on
the shop floor or pink-collar workers?
White collar workers:
Top Paying White Collar Jobs in the USA (according to Forbes)
1) commercial lending director
2) development officer
3
Back to the contents
3) general manager
4) engineering director
1_4_ANSWERS_FOR_EXERCISES
5) director of operations
6) information systems director
7) national sales manager
8) controller
9) finance director
10) information security director
Blue collar workers:
Top Paying Blue Collar Jobs in the USA (According to Forbes)
1) elevator installer and repairer
2) locomotive engineers
3) electrical and electronics repairers,
powerhouse, substation and relay
4) railroad conductors and yard masters
5) power plant operators
6) ship engineers
7) first-line supervisors / managers of
construction trades and extraction workers
8) gas plant operators
9) farm, ranch and other agricultural managers
10) transportation inspectors
Pink Collar Workers:
Pink collar positions may include job titles in teaching, nursing and related health occupations, clerical
or other administrative positions, or sales and service occupations. Some examples are
 nurse/medical assistant
 waitress
 shop assistant
 secretary
 hairdresser
 receptionist.
 florist
____________________________________________________________________________________
P. 49 Organisational change. How do organisations change?
Examples of change in the Win Win Post:
 merger: Vinjet + Roslagen Line
 go public/be listed on the stock exchange: Pizza Queen
 downsizing: Electromax
 outsourcing: Electromax
 partnerships: BlinkE
 streamlining: IceHouse Electronic
 joint venture/strategic alliance/divestment/spin-offs...
____________________________________________________________________________________
4
Back to the contents
1_4_ANSWERS_FOR_EXERCISES
P. 49 Finish the sentences below to form complete definitions and then give some examples of
each
Acquire
If one company acquires another, it buys it.
Eg. Tallink acquired Silja Line (2006)
Diversify
If a company diversifies, it increases its range of goods or products.
Eg. Prisma (2008)
Divest
If a company divests, it sells off some of its assets.
Eg. STX Europa (ship builder) sold their Helsinki dock to a Russian company. (2010)
Downsize
If a company downsizes, it reduces costs by reducing the number of people it employs.
Eg. Nokia (2011)
Expand
If a company expands, it increases its sales or areas of activity.
Eg. S-Group expanded by opening the new hardware chain Kodin Terra
Globalise
If a company globalises or is globalised, it conducts business activities all over the world.
Eg. Stockmann (in Russia)
Merge
If a company merges with another, it joins forces with it.
Eg. Metso Power and Wärtsilä merged to become MW-Power
Restructure
If a company restructures, it changes the way it is organised.
Eg. Elqotec
Streamline
If a company streamlines its operations, it makes them work more simply and effectively.
Eg. Finnair
5
Back to the contents
1_4_ANSWERS_FOR_EXERCISES
Takeover
If a company takes over another company, it takes control of the other company by buying more than
half its shares.
Eg. Eckerö Linjen took over Birka line to form Eckerö Group
____________________________________________________________________________________
P. 53 Talking about the economy
Research the meaning of the following:
GDP, gross domestic product – kotimainen bruttokansantuote
 The total value of all the goods and services produced by a country in one year.
GNP gross national product (GNP) – bruttokansantuote
 The total value of all the goods and services produced by a country in a particular period
including the income from investments in foreign countries.
per capita - henkeä kohti, pääluvun mukaan
 (Latin) for each person.
purchasing power – ostovoima
 1) The amount of money that a person or business has available to spend on goods and
services.
 2) (economics) The amount of goods and services that a currency can buy at a particular time.
durable – kestävä
 Likely to last for a long time without breaking or getting weaker.
 Consumer durables (also durable goods (AmE), durables) - kestokulutushyödykkeet = goods
such as cars, televisions, computers, furniture, etc. that last for a long time after you have
bought them.
non-durable – ‘kertakäyttöinen’
 something that will not last for a long time
 Consumer non-durables (also non-durables, non-durable goods, disposables) kertakulutushyödykkeet, päivittäistavarat = goods such as food, drinks, newspapers, etc. that
only last for a short time and need to be replaced often.
consumer goods – kulutustavara
 Goods such as food, clothing, etc. bought and used by individual customers.
6
Back to the contents
1_4_ANSWERS_FOR_EXERCISES
capital goods – pääomahyödykkeet, investointihyödykkeet
 Items such as machines, equipment or buildings that are used to produce goods or services.
(Definitions: Oxford Business English Dictionary for learners of English. Oxford University Press.)
____________________________________________________________________________________
P. 53 Expressing economic trends
Add the following idiomatic expressions often used when describing the economy to the diagram
below.
____________________________________________________________________________________
P. 54 Highlight all trend expressions in the Finnfacts text and the following press release
PRESS RELEASE
21 April 2008
Nordea Bank AB
Economic setback ahead
The outlook for the global economy has worsened over the past months. The international credit crisis
seems far from over, the housing market is under serious pressure in many countries and global stock
markets have experienced the most dramatic downfall since the IT bubble burst in 2000. Against this
background, Nordea's economists markedly lower their forecasts of coming years' economic growth in
7
Back to the contents
1_4_ANSWERS_FOR_EXERCISES
the publication Economic Outlook.
- The US economy has probably already slid into a recession and the consequences will spread to the
economies in the rest of the world, including the Nordic countries, says Global Chief Economist in
Nordea, Helge J. Pedersen.
The main reason for the Danish economic slowdown is still the downturn in the housing market that
has adversely affected private consumption growth and residential investment. The Danish economy is
also facing challenges caused by the international credit crisis.
Higher money market rates have made financial institutions announce rate hikes for certain loan
products. The higher lending rates will eventually exacerbate the trend towards lower growth in
investment and private consumption. But most importantly, the outlook for softer global growth and
the weak US dollar and British pound point to a weak development in Danish exports in the coming
years.
The Swedish economy started to slow down in 2007 and is expected to slow further this year and in
2009, where growth will be well below the potential level. Exports are well diversified, alleviating some
of the negative effects of the US slowdown. Investment has increased sharply, but will now dampen as
an effect of subdued demand. Private consumption is seen slowing despite a strong rise in disposable
income, boosted by fiscal policy measures in 2009 worth 20bn Swedish kronor. Employment will fall
and unemployment pick up next year as an effect of a weaker growth. Inflation has remained high,
but is expected to drop as the effect of higher prices of energy and food drops out of the index during
H2 2008. This paves the way for the Riksbank to start cutting the repo rate during the autumn reaching
3 per cent in 2009.
Finnish economic growth slowed markedly as early as in H2 2007.
According to Nordea's earlier estimates, the downturn in the world economy would temporarily slow
down growth in Finland, which would mainly ease the bottlenecks caused by robust growth. However,
the downswing in export markets will inevitably be reflected in the outlook for the Finnish economy.
Nordea expects economic growth to be around 2 per cent on average in 2008 and 2009. So, the
downturn still looks set to be relatively mild. Yet, risks have surely increased that the economic
downturn in 2008-09 will be more than just a welcome breather.
In Norway the rate hike will help curb growth in domestic demand over the next few years. A weaker
global growth outlook will also curtail growth going forward, although high oil prices limit the effect on
the Norwegian economy. Slow growth means that the policy rate can stay at a stable level of 5.5 per
cent despite increased inflation this year. The financial turmoil will lead to a tighter monetary policy
8
Back to the contents
1_4_ANSWERS_FOR_EXERCISES
and Norges Bank will seek to stabilise inflation. The persistently high oil prices and higher interest
rates in Norway compared to its trading partners will secure a strong currency over the next years
although risk appetite among investors is currently declining, leading to a weaker Norwegian krone.
____________________________________________________________________________________
P. 60 Signposts
Which of the following are spoken or written signposts?
a) written
b) written
c) spoken
d) written
e) spoken
f) spoken
g) written / spoken
h) spoken
i) written
j) written / spoken
k) spoken
l) written / spoken
m) written / spoken
n) written
o) spoken
p) spoken
q) spoken
r) spoken
____________________________________________________________________________________
____________________________________________________________________________________
9
Back to the contents
1_4_ANSWERS_FOR_EXERCISES
Answers for extra exercises
1. Anna’s blog
1) I was asked to give a presentation in a seminar.
2) Luckily the company has good slides about its operations.
3) I just have to learn the mission of the company by heart.
4) I also need to practise a lot before the presentation.
5) Well, this is good practice for the future for me!
____________________________________________________________________________________
2 b) Understanding overall meaning
English
Finnish
Definition
annual
vuosittainen
happening or done once a year
profitability
kannattavuus
ability to earn a profit
growth
kasvu
something (eg. revenue or sales) is getting bigger/growing
net sales
liikevaihto
gross sales minus taxes (VAT) and discounts
operating profit
liikevoitto
company’s earning before interest and taxes
margin
kate
net sales minus cost of sales (variable costs)
earning
tulos, ansio
company’s revenues minus all expenses over a given
period of time, for individual person also called income
share
osake
one unit of ownership in limited company
dividend
osinko
payment given to company’s shareholders out of
company’s retained earnings
breakdown
erittely
eg. expenditure broken down into fixed and variable costs
key figures
tunnusluvut
measurement tool for company’s profitability, capital
structure and indebtedness, and liquidity
associated company tytäryhtiö
10
Back to the contents
a company which is partly owned by another company
(called parent company)
1_4_ANSWERS_FOR_EXERCISES
____________________________________________________________________________________
3 a) Complete the following gaps with the correct company or product name
Vinjet acquires Roslagen Line
Vinjet gains stronger edge in Baltic cruise market
Electromax to cut 750 jobs
Apex Capital reduces stake in Pizza Queen
Electromax to close Oulunsalo factory
eFinn plans to launch new minEpod
IceHouse Electronics to rationalise its distribution chain and retail operations
BlinkE to expand pan-European operations
MK takes over as CEO of Win Win Com
____________________________________________________________________________________
3 b) Find the words below in the text in English
Verbs
ennustaa
forecast
laajentaa
expand
lanseerata
launch
listautua pörssiin
go public
ostaa
acquire
rahoittaa
fund
saada aikaan, tuottaa
generate
tehostaa
rationalise
työllistää
employ
vahvistaa
strengthen
vähentää
reduce
ottaa haltuun
take over
11
Back to the contents
1_4_ANSWERS_FOR_EXERCISES
erottua
stand out
Describing words
edullinen
low-cost
ehdotettu
proposed
ennätyksellinen
record
laaja
vast
merkittävä
significant
pitkäaikainen
long-term
pitkään odotettu
long-awaited
todennäköinen
likely
uudenlainen, omaperäinen
innovative
vuosittainen
annual
yhdistetty
combined
yleiseurooppalainen
pan-European
Nouns
fuusio
merger
jakeluketju
distribution chain
kilpailija
competitor
kilpailuetu
competitive edge
kodinkone
appliance
kulut
costs
osake
share
12
Back to the contents
1_4_ANSWERS_FOR_EXERCISES
osuus
stake
pörssi
stock exchange
toiminta
operation
tuotanto
production
tuottavuus, kannattavuus
profitability
työmarkkinat
labour market
vähittäismyynti
retail sales
___________________________________________________________________________________
3 c) Reading for detail and summarising (headlines)
Suggested headlines (p. 45)
LEAD STORY
Oil prices expected to peak
Nordic Airways to increase fuel surcharge
Country X agrees recovery plan
International company news in brief
Global motors announces restructuring plan
Glownow shares up 8 per cent
Glownow posts better profit
GLOBAL ECONOMY
Upturn for the dollar (is a headline in itself)
Dollar shows signs of recovery
Gold prices soar (is a headline in itself)
Rising prices create consumer gold rush
Gold demand accelerates
INTERNATIONAL TRADE
Call for clearer wood certification
Raw materials from Russia blocked at customs
Customs blocks Russian imports
Aviapolis hub opens
13
Back to the contents
1_4_ANSWERS_FOR_EXERCISES
TECH BUSINESS
HeyHo expects sharp advertising revenue increase
Heyho expects increase in revenue
Doors champions future vision
LEGAL ISSUES
JT indicted
Aikon settles dispute (with Qualchip)
Aikon and Qualchip settle dispute
____________________________________________________________________________________
3 d) Fill in the missing verb in the headlines below
a) acquires
f) remains
b) gains
g) expand
c) cut
h) takes over
d) close/shut down
i) launch
e) reduces
j) rationalise
____________________________________________________________________________________
3 e) Quick trends
a) grow
d) increase
b) increase
e) peak
c) increase
f) Upturn
____________________________________________________________________________________
4. a) Connect the Finnish and the English term:
1.
c
4.
h
7.
b
2.
e
5.
a
8.
f
3.
g
6.
d
____________________________________________________________________________________
14
Back to the contents
1_4_ANSWERS_FOR_EXERCISES
4 b) Puzzle
1. avoin yhtiö
2. oyj
general partnership
public limited
company
3. osuuskunta
cooperative
4. monialayritys
conglomerate
5. kommandiittiyhtiö limited partnership
6. toiminimi
sole trader
7. konserni
group
8. osakeyhtiö
private limited
company
____________________________________________________________________________________
15
Back to the contents
1_4_ANSWERS_FOR_EXERCISES
5. Translate the Estanc Organisation chart
____________________________________________________________________________________
16
Back to the contents
1_4_ANSWERS_FOR_EXERCISES
6. a) Match the term with the correct definition
A. 14
F. 9
K. 7
B. 1
G. 11
L. 10
C. 3
H. 13
M. 4
D. 2
I. 6
N. 12
E. 5
J. 8
____________________________________________________________________________________
7. a) Vocabulary
1)
2)
3)
4)
balance figure saldoluku
10) moderate
maltillinen
carry out
toteuttaa
11) output
tuotanto, tuotantomäärä
Confederation
12) peak
huippu
of Finnish Industries
13) prediction
ennuste
Elinkeinoelämän
14) prospects
näkymä, tulevaisuuden
keskusliitto EK
toiveet
5) employ
työllistää
15) respondent
vastaaja
6) forecast
ennustaa
16) stable
vakaa
7) increase
lisääntyä, kasvaa
17) survey
haastattelututkimus
8) input
tuotantopanos, panos
18) trend
trendi, suuntaus
9) major turn
merkittävä käänne
___________________________________________________________________________________
7. c) Reading and summarizing ‘Gentle fall from peak continues’
Suggested answers
1) Service sector continued its steady growth which is also expected to continue in the near future.
2) The growth for industry was not as good as was expected but things are expected to improve in the
near future.
3) The growth in construction decreased and most of the respondents expect the situation to remain
the same.
____________________________________________________________________________________
17
Back to the contents
1_4_ANSWERS_FOR_EXERCISES
8. Reading comprehension for EK article ‘Economic setback ahead’
a) What has happened to the outlook for the global economy over the past months?
It has worsened.
b) Is the international credit crisis over?
No it seems far from over.
c) What have global stock markets experienced?
The most dramatic downfall since the IT bubble burst in 2000.
d) What have Nordea's economists done to their forecasts of coming years' economic growth?
They have markedly lowered their forecasts.
They have dramatically lowered their forecasts.
e) What is the main reason for the Danish economic slowdown?
The downturn in the housing market that has adversely affected private consumption growth and
residential investment.
f) What other challenges is the Danish economy facing?
The challenges caused by the international credit crisis.
g) Why have financial institutions announced increases in rates for certain loan products?
Because of higher money market rates.
h) What will be the eventual effect of higher lending rates?
They will eventually worsen the trend towards lower growth in investment and private
consumption.
i) Why will there be a weak development in Danish exports in the coming years?
Because of softer global growth and the weak US dollar and British pound.
j) How has the Swedish economy managed to alleviate some of the negative effects of the US
slowdown?
Because its exports are well diversified.
k) Why will the sharp increase in investment be reduced?
Because demand has become subdued.
Because of weaker demand.
18
Back to the contents
1_4_ANSWERS_FOR_EXERCISES
l) Why is it surprising that private consumption will slow?
Because there has been a strong rise in disposable income
m) What will happen to employment and unemployment in Sweden?
Employment will fall and unemployment will pick up / increase.
n) Why is inflation expected to drop?
Because the effect of higher prices of energy and food will drop out of the index during H2 2008.
o) When did Finnish economic growth slow?
As early as in H2 2007.
p) What had caused the bottlenecks in Finland’s economy?
Robust growth.
q) How will the downswing in export markets be reflected in the outlook for the Finnish economy?
Quite mildly.
r) How will the increase in the rate affect the Norwegian economy?
It will help curb growth in domestic demand over the next few years.
s) How is the effect on the Norwegian economy limited?
Because of high oil prices
t) What will Norges Bank do?
It will seek to stabilise inflation.
u) How will the Norwegian economy remain strong over the next years?
Because oil prices will stay high and Norway will have higher interest rates compared to its trading
partners.
____________________________________________________________________________________
____________________________________________________________________________________
19
Back to the contents
1_4_ANSWERS_FOR_EXERCISES
1.4 Tips for teacher
This is one of the central units of the book. Some teachers may prefer to start their courses with this
unit. The unit contains several themes:
 business vocabulary
 discussing economic trends
 types of businesses and organisations
 discussing the business news
 organisation of a company
 trend expressions
 organisational change
 presentation skills
 economic vocabulary
 presentation visuals
The texts used for these themes have been designed to replicate the type of texts a student will see in
a working day. Some are real and some are fictitious. Students can practise reading for gist, reading
intensively or summarising main points.
Aims
 To introduce essential, more complex business vocabulary and terms than in unit 1.1: types of
companies, their operations/functions/structure, economic and trend expressions, business news
and organisational change, US and UK differences (e.g. positions in a company)
 To encourage students to scan and skim business news in English in newspapers and on internet
pages, being able to recognise, understand and use keywords.
 To familiarise students with concise business writing and good sentence structure.
 To encourage students to give English – English definitions for essential terms.
 To encourage students to use business vocabulary in context by giving a basic company
presentation.
 To build on presentation skills by encouraging students to deliver a well-structured, audiencecentred company presentation.
 To introduce the students to creating good, supporting visuals and using balanced bullet points in
their presentations.
Other resources in the book
If you are starting your course with this unit, you might like to look at the vocabulary lists on pages 20,
21 and 22. Please also see the teacher tips for that unit for ideas how to use these.
1
Back to the first page
1_4_TIPS_FOR_TEACHER
Language notes
recession – depression
 A recession is a temporary decline in economic performance and can last from about 6 - 18
months. However a depression is more severe and more prolonged - such as the Great Depression
of the 1930s.
economic – economical
 When talking about the economy, the correct adjective is economic. Economic data etc.
Finnish students often use “economical” which means thrifty, being careful with money.
to inform – to give information about something, to tell someone about particular facts
 The manager informed us about the new schedule.
 Why wasn’t I informed about this?
 I was not informed of the new date.
information
 always singular and never with an “s”
 For plural
lots of information
pieces of information
 find/gather/get/obtain information
 divulge/give/provide information
 additional background information
 further information
 accurate/detailed/factual information
 relevant/useful/vital information
 a bit/piece of information
 a source of information
 too much information
 information overload
 information retrieval
 information technology IT – using
computers or electronic equipment to store
and send information
 Prepositions
information on/about/
regarding/relating to something
2
Back to the first page







informative – providing a lot of useful
information
informational – containing information
informed – having a lot of information or
knowledge about something
well-informed
informer – a person who gives information
in secret
informant – someone who gives
information to another person or
organisation
info – informal form and common in texts
or informal emails
being used in forming new words for
example:
o infotainment – the reporting of
news and facts in an entertaining
way
o infographic – graphic visual
representation of information, data
(see slides and visuals later in this
unit)
1_4_TIPS_FOR_TEACHER
o infomercial - (US) an unusually long
television advertisement which
contains a lot of information and
may seem like a normal programme
Organisation with an “s” in this text (and the book) – in the US commonly with a “z”.
to practise
 In this book the verb is spelled with an “s” and practice the noun with a “c”. The Americans will use
either. The verb is the one that adds "ING" to make “practising” which looks more natural with an S
before it than with a C.
Useful links
Business news
http://www.bbc.co.uk/news/business/
http://www.yle.fi/uutiset/news/
http://www.kauppalehti.fi/en/home/
News about Finland
http://paper.li/finland
www.ek.fi/www/en/economy_trade/business_tendency_surveys.php
www.ek.fi/www/en/about_us/index.php
Online dictionaries English-English
http://www.businessdictionary.com/
http://www.economist.com/research/Economics/
http://www.economics-dictionary.com/
http://www.investorwords.com
____________________________________________________________________________________
See Extras for more material and exercises.
See the DVD for more material.
See slides for more material.
____________________________________________________________________________________
____________________________________________________________________________________
3
Back to the first page
1_4_TIPS_FOR_TEACHER
Contents of unit
P. 42 Introduction
The title of this unit points to the text giving information – particular facts about business and
companies and to students giving information in a presentation. See language tips.
Let’s get down to business
 A phrase commonly used at the start of meetings to indicate the move from chit chat or
conversation to actually discussing serious business.
 The previous 3 units in this book have covered skills more than business vocabulary.
 Unit 1.3 discussed meetings and so the opening phrase indicates this change in focus and a
start.
 Let’s get down to it - commonly used to mean Let’s start
packed with = completely full of - packing a suitcase, jam packed
 The Win Win Post is packed with business vocabulary – completely full of business
vocabulary in a small space
The original text was written in spring – summer 2008 before the world had really entered
economic slowdown. Fannie Mae and Freddie Mac in the US were experiencing difficulties and
the world economy was talking about a “Credit Crunch”. By December 2008, the term
economic recession was being used.
bounce back – to be healthy again, especially after an illness.
 If an economy bounces back – it returns to good condition again after a recession. This
points to using trend expressions which are also dealt with in this unit.
___________________________________________________________________________________
P. 42 Anna’s blog
Ask students to write a blog post about
 How I feel about giving a presentation
 A company presentation I have seen
slick professional slides - cleverly designed, glossy, chic, professional, sophisticated
 You can come back to this in the discussion of slides and visuals if you are covering
presentations now. If you are not, ask students what “slick” presentations they have seen.
 You can look for some examples in http://www.slideshare.net/ or http://prezi.com
4
Back to the first page
1_4_TIPS_FOR_TEACHER
to practise
 In this book the verb is spelled with an “s” and practice the noun with a “c”. The Americans
will use either. The verb is the one that adds "ING" to make “practising” which looks more
natural with an S before it than with a C.
Giving this presentation is known as a “baptism by fire” as Anna has got to do something quite
tough quite early on in her work for Win Win Com.
 Ask students when/if they have done something which they could call a “baptism by fire”.
____________________________________________________________________________________
P. 43 Case Alma Media
Alma Media is a key case company in the book and appears in several units.
 If students have not seen unit 1.1 you can take a look at Nina Hedberg’s profile on page 43.
The “Year 2007 in a minute” is taken from Alma Media’s Annual Report 2007.
 It shows a real example of a business text and introduces students to some key terms in
context.
Students can update the text and figures appropriately or find similar real examples.
The teacher can discuss the types of charts seen in this short example.
 Bar chart
 Table (with figures)
 Pie chart
 For more charts see http://www.graphscharts.com/
This type of basic company information is useful if you have to give a short company
presentation.
to specialise
 note spelling ‘specialize’ on this page
____________________________________________________________________________________
5
Back to the first page
1_4_TIPS_FOR_TEACHER
Pp. 44-45 The Win Win Post
The Win Win Post introduces the students to a lot of essential business vocabulary
in context.
P. 44 – Business Finland:
Reading Comprehension – reading for gist
Ask quick questions about each piece of news to check understanding.
 Which company has acquired another shipping line?
 Why has Vinjet gained a stronger edge in the Baltic cruise market?
 What is Electromax planning to do?
 Which company has a new Chief Executive?
 Which company is going to launch a new product?
 Which company is expanding its operations across Europe?
 Which company is reducing its stake in Pizza Queen?
Talking about the future
 What are IceHouse Electronics/ApexCapital/eFinn/BlinkE/Electromax planning to do?
To...
Discussion – put the words in practice
Ask students to work in small groups and to use the words in the table as prompts for
discussion. Start by saying something where they use one of the words in the table, and that’s
the starting point for a conversation. Encourage them to really engage themselves in the
conversation (active listening, asking questions, giving opinions) and not worry too much if they
get sidetracked – as long as they speak English and try to keep the topic on business!
Real life practice
Ask students to check business sections in different internet newspapers in English and report
back to their colleagues on current hot topics. This can also be done as a homework exercise
and reviewed at the beginning of the next lesson by letting students share what they found
with the rest of the class.
Useful links
http://www.kauppalehti.fi/en/home/
____________________________________________________________________________________
6
Back to the first page
1_4_TIPS_FOR_TEACHER
P. 46 Companies and organisations in a minute
This is a more traditional type of text introducing vocabulary not seen in the unit so far. It
explains these terms while also introducing students to types of companies and organisations.
____________________________________________________________________________________
P. 47 Case S Group
Ask students to give the key points of the case.
Compare the case text with the latest Internet site. Have there been any changes?
 Students can see what type of basic information is given here as the basis of a company
presentation (for exercise page 55).
 The S Group in figures can be downloaded from the website:
http://sok.fi/valtakunnallinen_en/sryhma_artikkeli?nodeid=Sryhma_raportit_0000__s_ska_
basicarticle2_00901.xml&aid=Sryhma_raportit_0000__s_ska_basicarticle2_00901.xml&exp
=true
____________________________________________________________________________________
P. 48 Organisation of the company
The HR department is missing in the diagram in the book. See the slides for the
correct diagram. The students need it when working on the exercise ‘Formal lines
of authority’.
Ask students to google “matrix organisation” and related images.
Discuss also the terms flat organisational structure, lean organisation.
See also Estanc organisation -case company on page 121.
____________________________________________________________________________________
P. 48 Who’s who in a company?
White-collar worker
 a salaried professional or an educated worker who performs semi-professional office,
administrative, and sales coordination tasks. (http://en.wikipedia.org/wiki/Whitecollar_worker)
7
Back to the first page
1_4_TIPS_FOR_TEACHER
The term originates from the days when employees who wore a white shirt and tie formed
a middle-class.
Blue-collar worker
 a member of the working class who typically performs manual labour and earns an hourly
wage.
 The term originates from when factory workers wore blue overalls.
 Blue-collar workers are distinguished from those in the service sector and from white-collar
workers, whose jobs are not considered manual labor. (http://en.wikipedia.org/wiki/Bluecollar_workers)
Pink-collar worker
 employed in a job that is traditionally considered to be women's work.
(http://en.wikipedia.org/wiki/Pink-collar_worker)

knowledge worker vs manual worker (Peter Drucker in 1969)
 http://www.businessdictionary.com/definition/knowledge-worker.html
____________________________________________________________________________________
P. 49 Interest groups
The diagram is a stakeholder map.
 See http://www.businessdictionary.com/definition/stakeholder.html for
definition of stakeholder.
Who are the stakeholders or interest groups of the company examples you have discussed in
class?
 Use local companies. Compare the stakeholders with larger companies.
The difference between shareholder thinking and stakeholder thinking can be discussed here.
For instance students can search the net for stakeholder thinking.
____________________________________________________________________________________
P. 49 Organisational change
See page 44 and discuss the examples of change.
Use online/media material to discuss recent examples. Go local or global depending on your
students.
8
Back to the first page
1_4_TIPS_FOR_TEACHER
Alternatively, give the names of some companies from recent well known examples on the
board/screen. Ask students to use a verb to say what has happened to them.
 See also headline style page 50
 some examples from spring 2011
o Bonnier acquires WSOY (present tense is headline style)
o Rovio is rapidly expanding its activities in broadcast media, merchandising,
publishing and services.
o Finland’s Cleantech business growing/expanding (to China, India).
____________________________________________________________________________________
P. 50 Reading, reporting and presenting the business news in English
Look at current business news. Look at headlines of the day on the links below to find examples
of each of news items.
 This will also encourage students to read the business news in English. In scanning the
pages, they will see vocabulary in context. Students can also write and create some fun
examples of their own.
http://www.bbc.co.uk/news/business/
http://www.yle.fi/uutiset/news/
If you or students have Twitter accounts, you can check the recent tweets or what news is
trending. Tweets are updates in 160 characters.
 Without a Twitter account, you can still read trending tweets from Twitter’s homepage.
http://twitter.com/, e.g. https://twitter.com/#/FT
 With a Twitter account you can create your own daily/weekly newspaper. http://paper.li/
o See for example: http://paper.li/finland
____________________________________________________________________________________
P. 51 Presentation skills 2 Presenting company facts
Use this to reinforce vocabulary.
As a formal exercise, students can prepare this for homework.
As an informal exercise, use examples of companies given in class or companies students work
for and do it as a filler or warmer exercise.
The Win Win Deal reality show
9
Back to the first page
1_4_TIPS_FOR_TEACHER

Teachers can adapt this to fit the class. The idea is loosely based on ‘The Apprentice’
television show known as ‘Diili’ in Finland.
Pitching a business idea comes in 1.5 – but if it fits the class here, do it now and refer to page
69.
____________________________________________________________________________________
P. 52 EK business trend survey
Activity with students:
 How have things changed since 2008 when the articles in the book were originally written?
 Or have they changed?
 What predictions can you make about the future of the service sector, industry and
construction in Finland/globally?
www.ek.fi/www/en/economy_trade/business_tendency_surveys.php
www.ek.fi/www/en/about_us/index.php
____________________________________________________________________________________
P. 53 Expressing economic trends
Group work/discussion ideas:
 The Great Depression
 The baby boom
 The bursting of the dot com bubble
 Black Monday
 The global economic recession of 2008 –
____________________________________________________________________________________
P. 54 Highlight all trend expression in the Finnfacts text and the following press release
Students have already seen a lot of trend expressions in this unit and should be
able to identify some of them in this quite complex economic press release.
Understanding some key terms is more important than understanding every single word at this
stage.
Find current links by searching with keywords ‘current economic trends/climate’.
10
Back to the first page
1_4_TIPS_FOR_TEACHER
____________________________________________________________________________________
P. 55 Presentation skills 3 Giving a company presentation
Adapt this to your students/class as appropriate.
Listen and watch the company presentation by David Stoneham from Nokia on the DVD.
While students watch ask them to
 Listen for presentation phrases: introduction, road map, signposting, conclusion
 Look at how the speaker shows visuals.
 Look at and comment on after the presentation:
delivery: non-verbals, style, voice, intonation, gestures etc.
In class – discuss
 What makes a good presentation?
make notes in groups and present your findings to others
 Do this exercise before reading pp. 55-62 and complete findings after reading.
Make your own company presentation
 basics
 opening, signposting etc.
 present to class/group/your pair
 Let students find the companies to present.
____________________________________________________________________________________
P. 55 Using a win-win approach to giving presentations
The main point or idea behind the win-win approach is to show the student that the most
important thing they need to remember when giving a presentation is the audience.
You may prefer to drop the term “win-win approach” in favour of “audience-centred
presentation”.
Presenters often focus far too much on their own performance rather than what the audience
will get from the presentation for instance.
11
Back to the first page
1_4_TIPS_FOR_TEACHER
Encourage students to give a presentation on a topic they know or are interested in so that
they can concentrate on their delivery and really giving the audience something instead of
focusing on getting the facts straight.
____________________________________________________________________________________
P. 61 What is wrong with the list of bullet points in the presentation slide below?
The list is not balanced as each point should carry on and complete the phrase “To save costs
…” and be grammatically correct.
The correct version of this is on page 62. The list follows and finishes the verb should
(“the company”)
Another example of a non-balanced list
Visuals
 do not distract from the speaker
 support the message
 increase audience attention
As a balanced or parallel list this would become:
Visuals
 support the speaker
 add to the message
 increase audience attention
Please stress that this only applies to slides if bullets have to be used and cannot be avoided.
Try to encourage a breakaway from bullet points in slides.
Stress that balanced lists are also important in business writing such as in writing reports when
bulleted or numbered points break the text up for the reader.
____________________________________________________________________________________
P. 62 Write balanced bullets or headline style points for your presentation in the slides below
This can be done in class.
Write some example imaginary bullet points about news items, the companies presented in
the unit or the Win Win Post for instance. You can give the starter phrase and ask students to
complete bullet points:
12
Back to the first page
1_4_TIPS_FOR_TEACHER
Electromax plans to
• cut 750 jobs
• close Oulunsalo factory
• save €14 million in costs
• move production to low-cost countries
Heyho Inc expects to
• increase online advertising revenues
• grow dramatically over next 3 years
• become industry leader
A sole trader is someone who
• sets up a business of his/her own
• bears the risks of the business alone
• enjoys the profits of the business alone
____________________________________________________________________________________
____________________________________________________________________________________
13
Back to the first page
1_4_TIPS_FOR_TEACHER
SÄHKÖISEN AINEISTON KÄYTTÖOIKEUKSIEN EHDOT
Nämä ehdot koskevat Edita Publishing Oy:n verkossa (esim. Oppinet ja Netmarket) jaettavia
sähköisiä aineistoja.
Sähköisten aineistojen käyttöoikeus on tilaaja- ja tuotekohtainen. Aineisto on tarkoitettu vain tilaajan
hyödynnettäväksi. Käyttöoikeuden lainaaminen, siirtäminen ja jakaminen eteenpäin on
tekijänoikeuslain nojalla kielletty.
Tilaajalla on oikeus käyttää hankkimaansa sähköistä aineistoa omalta työasemaltaan tai tulostaa
omaan käyttöön aineistoa paperille. Oppilaitoslisenssillä hankitun aineiston voi jakaa oppilaitoksen
sisällä lisenssin voimassaolon ajan, esimerkiksi laitoksen suojatussa ja rajatussa intranetissä.
Sähköisen materiaalin muuttaminen on kiellettyä paitsi opettajan oppaiden osalta, joiden materiaalia
voi tarvittaessa muokata oppimis- ja opetustarkoituksessa. Aineistoa saa käyttää muun
julkaisuaineiston yhteydessä vain normaalin sitaattioikeuden puitteissa. Aineiston tulostaminen
muuhun kuin tilaajan omaan käyttöön on kiellettyä tekijänoikeuslain nojalla.
Edita Publishing Oy pidättää kaikki oikeudet sähköisen aineiston sisältöihin ja varaa oikeuden niitä
koskeviin muutoksiin. Aineiston ja sen osien jakelu sähköisiä tiedostoja kopioimalla tai levittämällä,
jäljentäminen ilman tekijän kirjallista lupaa painamalla, monistamalla, äänittämällä tai muulla tavoin
on tekijänoikeuslain mukaisesti kielletty.
Kopiosto ry:n tarkastajilla on oikeus tarkistaa, miten tämän tuotteen käyttö on järjestetty asiakkaiden
hallinnassa olevissa tietokoneissa ja tietoverkoissa.
.
Edita Publishing Oy
Asiakaspalvelu:
PL 780, 00043 EDITA
puhelin 02 450 05, faksi 020 450 2380
[email protected]
www.edita.fi/netmarket
2.1 Extras
Contents
1. The EU in a minute ...........................................................................................................................2
a) Make notes on the following: .........................................................................................................2
b) Discuss the EU in pairs or give mini-presentations. ........................................................................2
c) Write full sentences on the EU based on your notes. .....................................................................2
2. EU Parliament and Decision Making ................................................................................................3
a)
Read the text below. .................................................................................................................3
b)
Make a slideshow......................................................................................................................5
c) Summarise the text in 200-250 words .........................................................................................5
d)
Describe in class the Finnish elections and government negotiations of spring 2011.............5
3. EU abbreviations – What do the following stand for? .....................................................................6
4. Globalisation in brief ........................................................................................................................7
a) Summarising ....................................................................................................................................7
b) Advantages and disadvantages of globalisation .............................................................................7
c) Explaining figures and charts ...........................................................................................................7
5. Written messages in international trade .........................................................................................8
6. Packing list for email on p. 126 ........................................................................................................9
7. Methods of payment in internet trade – case SJR .........................................................................10
1
Back to the contents
2_1_EXTRAS
1. The EU in a minute
Read and research the EU. See the DVD and/or read the text on exercise 2.
a) Make notes on the following:
Members
Origins
Institutions
Schengen
Single market
Euro






b) Discuss the EU in pairs or give mini-presentations.
c) Write full sentences on the EU based on your notes.
2
Back to the contents
2_1_EXTRAS
2. EU Parliament and Decision Making
a) Read the text below.
Decision Making in Finland and the European Union
The main organ of government in Finland is Parliament, which enacts laws, decides the national
budget, processes international treaties, selects the Prime Minister and supervises the activities of the
government. Parliament also has a major role in decision making in matters related to the EU.
The decision making system is much more complicated in the EU. There is also a special
challenge in uniting national and international levels of government.
Work in Parliament
Finnish laws are enacted in the plenary session of Parliament. Before the plenary session, drafts
of the proposed law are prepared by the government, but a Member of Parliament (MP) can also
propose a bill. Processing the national budget is important in Parliament. Parliament supervises the
activities of government and public administration politically as well as judicially. Political supervision
means that the government needs to have the majority vote of Parliament.
A bill is always processed in two readings. A majority of amendments and new laws are enacted
from bills prepared by the government.
Parliament decides Finnish stand on EU-related matters which fall under Parliament's
jurisdiction because of their content. Members of Parliament also work in international organisations
and participate in co-operation between parliaments.
Preliminary Debate, Committees, Plenary Session and the President
Processing a bill starts from the preliminary debate, from which bills are sent to a committee.
After being processed by the committee, the bill is returned to the plenary session. The Committee has
usually made some changes to the bill. In the first reading, content of the law is decided, in the second
Parliament decides whether the bill should be ratified or not. Decisions are usually based on majority
vote, but in constitutional matters decisions are based on stipulated majority. After that the so called
Parliament's answer is sent to the President for ratification.
The documents and information on their processing handled in Parliament are public records
which can be accessed through Parliament's website.
Parliament and Budget
Parliament decides during the autumn the state revenues and expenditure for the following
year. The budget is prepared in the committees, of which the Finance Committee has a central role.
The whole Parliament decides upon the committee's proposal and the amendments suggested by the
MPs.
3
Back to the contents
2_1_EXTRAS
Supervising the Government
The government must have the confidence of Parliament. For supervision Parliament receives
all necessary information regarding the activities of the government and its authorities. Parliament
processes many reports concerning the activities of various governmental bodies.
MPs can present written and oral questions to a minister. At least 20 MPs are needed to
interpolate the government's policies or the activities of a minister, after which the government's
confidence is voted on. Parliament can decide to press charges if a minister is thought to have acted
unlawfully in official affairs.
Position and Functions of the President
The Finnish President has functions in legislation, regulation and appointment. The focus of
supreme executive power is more clearly in the hands of the Council of State. This has been greatly
influenced by EU membership.
After the elections or after the government resigns the President announces the name of the
candidate for Prime Minister to Parliament. The candidate is selected in co-operation with the
parliamentary factions. Parliament selects the Prime Minister, whom the President appoints. The
President appoints other ministers according to the Prime Minister's suggestions. Prime Minister and
other ministers form the Council of State, which is usually called government. The President
adjudicates in the Council of State by the introduction of the minister, whose sphere of authority the
matter is.
The President leads Finnish foreign policy in co-operation with the Council of State. Parliament
adopts international commitments and decides on their termination. President decides war and peace
with the assent of Parliament. The President can, on the basis of the Prime Minister's initiative and
after hearing the parliamentary factions, order the holding of unscheduled parliamentary elections.
Functions of Parliament in Decision Making Regarding EU
The Council of State prepares on the national level the decisions to be made in the EU and
takes care of necessary actions when parliamentary approval is not needed.
Parliament decides the Finnish stand on matters processed in the EU, when their content falls under
Parliament's jurisdiction. Parliament's special committees issue a statement on matters relating to the
EU. After that Parliament's stand is decided in the Grand Committee and in the Foreign Affairs
Committee in matters relating to foreign and security policy.
The Grand Committee is Parliament's committee in matters relating to the EU. It provides
parliamentary supervision in EU decision making. Special committees issue statements to the Grand
Committee in their own fields. The Grand Committee decides matters based on the proposals from
the EU, position of the Council of State and statements of the special committees.
4
Back to the contents
2_1_EXTRAS
The stand given by the Grand Committee is a political guideline for the Finnish representatives. Before
each meeting of the Council of the European Union the minister representing Finland will explain the
subjects of the meeting and the Finnish stand in the Grand Committee.
Decision Making in European Union
There are three main forces involved in the decision making process in the EU. The European
Commission has a representative from each member state, whose goal is to advocate the benefit for
the whole Union. The European Parliament is selected via direct elections. Ministers representing their
own sphere of authority meet in the Council of the European Union. In practice it therefore meets with
a different line-up depending on the matters under discussion.
The procedure of the EU decision making is set in the treaties of the EU. Bills should always be
based on some article in a treaty. This is called the judicial basis of the bill. The judicial basis governs
which legislative process is used in the matter. Main procedures are consultation procedure, assent
procedure and codecision procedure.
Codecision procedure is currently used the most. In this procedure Parliament and Council use
the legislative power. If Council and Parliament cannot reach an agreement, the bill is forwarded to a
Conciliation Committee, in which Council and Parliament have representatives in equal numbers.
When the Committee has reached an agreement, the bill is handed back to Parliament and Council for
ratification.
In the assent procedure, Council must have the assent of the European Parliament before
certain important decisions. Parliament must either adopt or reject such proposals. In the consultation
procedure the Council of European Union consults the Parliament, the European Economic and Social
Committee and the Committee of the Regions.
The European Council, i.e. the meeting of the heads of state, is usually the most publicly visible
meeting. In this Euro summit the Prime Ministers deal with wider matters relating to the EU.
b) Make a slideshow
Make a short slideshow to accompany a presentation on this topic by a speaker.
c) Summarise the text in 200-250 words
d) Describe in class the Finnish elections and government negotiations of spring 2011
5
Back to the contents
2_1_EXTRAS
3. EU abbreviations – What do the following stand for?
EC
EICs
ECA
EIF
ECB
EMI
ECOS
EMS
ECU
EMU
EDA
EP
EDF
EPA
EEA
ERDF
EEA
ERM
EESC
ESCB
EFTA
ESF
EIB
EURES
6
Back to the contents
2_1_EXTRAS
4. Globalisation in brief
a) Summarising
Summarise the main points of the text in your own words in 200-250 words
b) Advantages and disadvantages of globalisation
Discuss in class what are the advantages and disadvantages of globalisation. Use the text on p. 105-106
to create a list of points.
c) Explaining figures and charts
Find updated trade figures and/or charts from WTO and write a few sentences about each figure using
your own notes on pages 53 and 308. www.wto.org.
7
Back to the contents
2_1_EXTRAS
5. Written messages in international trade
Exercises coming soon!
8
Back to the contents
2_1_EXTRAS
6. Packing list for email on p. 126
9
Back to the contents
2_1_EXTRAS
7. Methods of payment in internet trade – case SJR
Extra reading for p. 120
The methods of payment available with the company can be a crucial factor in how likely a potential
customer will make an order. Even though the service itself might be what the customer is looking for
in terms of properties and price, getting an order is not necessarily guaranteed if the methods of
payment available are too limited or complicated. This factor alone might actually drive the customer
to use a rival company. Homepage-SJR supports almost all of the common methods of payment in
Finland such as secure bank payments through internet browser, major credit cards, paper invoices
and invoices in digital format via email.
The e-invoice is gradually becoming more common, and with it the customers see their new invoices
on their web-banking page when they log into their secure account with their own bank. Most
customers however still prefer to receive their invoices on paper by mail but Homepage-SJR can also
send them in a digital format via email from which a paper copy can always be printed if necessary. As
long as the contact email is kept up to date, invoices are delivered to the right person on time despite
any potential problems with snail mail or change of street address. This is one of the reasons why
sending invoices by email has increased its popularity with the customer base in the Homepage-SJR.
See also the company website in www.sjrhost.fi.
10
Back to the contents
2_1_EXTRAS
2.1 Vocabulary
Contents
Page 103 The Win Win Post ................................................................................................................2
Pages 105-106 Globalisation in brief...................................................................................................5
Page 110 Communication in international trade between buyer and seller......................................8
Page 114 Routine email inquiries and replies to inquiries..................................................................9
Page 116 Email communication for orders, quotations and follow-up ............................................10
Page 118 Requesting payment ..........................................................................................................11
1
Back to the contents
2_1_VOCABULARY
Page 103 The Win Win Post
achieve
saavuttaa
continuous
jatkuva
adjustment
sopeutuminen
contribution
avustus
adverse
epäedullinen,
vahingollinen
crude oil
raakaöljy
curb
hillitä
agreement
sopimus
customs policy
tullin toimintatapa
agricultural
maatalouden-
deal
sopimus
aim at
tavoitella jtk
decrease
vähentää
alliance
liittoutuminen
dispute
kiista
application
soveltaminen
dispute
riita
arms
aseet
donate
lahjoittaa
assist
auttaa, avustaa
draft
luonnostella
barrel
tynnyri
effective
tehokas
bi-lateral
kahdenvälinen
effort
pyrkimys
bloc
ryhmittymä
embargo
saarto
by degrees
asteittain
encompass
käsittää, kattaa
call on
vaatia, vedota
encourage
rohkaista
claim
väittää
export duty
vientitulli
clearance
tullaus
expression
ilmaus
concession
myönnytys, alennus
foreign trade
ulkomaankauppa
consequence
seuraamus, seuraus
free trade
vapaakauppa
consolidate
lujittaa
freight
rahti, kuljetus
contemplate
harkita, miettiä
fuel surcharges
polttoainelisä
continue
jatkua
2
Back to the contents
2_1_VOCABULARY
haulage
kuljetus
regional
alueellinen
import
tuonti, tuoda maahan
resource-intensive
impose
pakottaa käyttämään
paljon resursseja
tarvitseva
improve
kohentaa
retailer
vähittäiskauppias
in conflict with
ristiriidassa jnk kanssa
round of talks
neuvottelukierros
increase
nostaa
sanction
pakote, painostus
leverage
vaikutuskeino
smash
hajottaa
liberalise
vapauttaa
state
valtio
lift
poistaa
stir tension
kiristää paineita
means
keinot
stranded
juuttunut
measure
toimenpide
subsidy
tuki
multilateral
monenkeskinen
take effect
astua voimaan
negotiation
neuvottelu
take off
päästä vauhtiin
pact
sopimus
talks
neuvottelut
polluting
saastuttava
tariff
maksu
poverty reduction
köyhyyden vähentäminen
terminate
lopettaa
profitability
kannattavuus
threaten
uhata
promote
edistää
timber
puutavara
protectionism
suojatullijärjestelmä
toughen
koventaa
quota
kiintiö
trade
kauppa
raw timber
raakapuu
trading
kaupankäynti
reform
uudistus
under threat
uhattuna
regime
hallinto,
hallitusjärjestelmä
unpredictable
ennalta arvaamaton
unprofitable
kannattamaton
3
Back to the contents
2_1_VOCABULARY
upcoming
tuleva
willing
urge
kehottaa
WTO, World Trade Organization
vessel
alus
4
Back to the contents
halukas
maailman kauppajärjestö
2_1_VOCABULARY
Pages 105-106 Globalisation in brief
accelerate
kiihtyä
corporation
yritys
account for
vastata
create
saada aikaan
accounting
laskentatoimi
damage
tuho
acquire
hankkia, ostaa
decrease
vähentyä
activity
toiminta
demand
kysyntä
advanced
uudenaikainen
depend on
olla riippuvainen jstk
advantage
etu, hyöty
deregulation
sääntelyn poistaminen
affordable
edullinen
distant
kaukainen
agricultural
maatalous-
economics
liiketalous
awareness
tietoisuus
eliminate
poistaa
barrier
este
energy-efficient
energiatehokas
belong to
kuulua jhnk
enormous
valtava
blame for
syyttää jstk
enterprise
yritys
boom
noususuunta
essential
tärkeä
border
raja
establish
perustaa
century
vuosisata
event
tapahtuma
climate change
ilmastonmuutos
exercise
toteuttaa
competition
kilpailu
exist
olla olemassa
conduct
hoitaa
expand
laajentaa
consequence
seuraamus
exploit
hyödyntää
continent
manner
explosion
räjähdysmäinen kasvu
continue
jatkaa
failure
epäonnistuminen
5
Back to the contents
2_1_VOCABULARY
market force
markkinavoima
financial transaction rahaliikenne
movement
liike
foreign direct
natural disaster
luonnon mullistus
operation
toiminta
otherwise
muutoin
previous
edeltävä
process
prosessi
product
tuote
promote
edistää
protect
suojella
provide
toimittaa
quantity
määrä
recent years
viime vuodet
reconsider
harkita uudelleen
recover
voimistua
reduce
vähentää
regard as
pitää jnk
regulatory
sääntely
represent
kuvastaa
result
seuraus
reverse
kääntyä vastakkaiseksi
rival
kilpailija
significantly
merkittävästi
finance
investments
government
rahoitus
suorat ulkomaiset
investoinnit
hallitus
gross domestic
product
bruttokansantuote
growth
kasvu
however
kuitenkin
impact
vaikutus
in brief
lyhyesti
increase
lisätä, kasvu
inequality
epätasa-arvo
instability
epävakaisuus
instant messaging
pikaviestintä
interdependence
riippuvuussuhde
investor
sijoittaja
labour
työvoima
lecturer
luennoitsija
legal
lakimääräinen
limited
rajoitettu
loss
häviäminen
manufacture
valmistaa
6
Back to the contents
2_1_VOCABULARY
success
onnistuminen
transfer
siirtää
supply
tarjonta
transportation
kuljetus
take effect
alkaa vaikuttaa
unemployment
työttömyys
temporarily
väliaikaisesti
value
arvo
trade
käydä kauppaa
7
Back to the contents
2_1_VOCABULARY
Page 110 Communication in international trade between buyer and seller
buyer
ostaja
product
tuote
conception
luominen
reach
saavuttaa
contract
sopimus
reflect
pohtia
development
kehittäminen
sales
myynti
handle
käsitellä
seller
myyjä
in general
ylipäänsä
situation
tilanne
negotiate
neuvotella
successful
onnistunut
obtain
hankkia
supply chain
toimitusketju
offer
tarjous
trade
kaupankäynti
order
tilaus
transaction
kaupankäynti
procurement
hankinta
8
Back to the contents
2_1_VOCABULARY
Page 114 Routine email inquiries and replies to inquiries
accompanying
saatteena oleva
inquiry
tiedustelu
approach
lähestymistapa
mutual
keskinäinen
at stake
kyseessä
necessary
tarpeen
attachment
liite (sähköpostin)
potential
mahdollinen
benefit
etuus
product
tuote
case
tapaus
relationship
suhde
compliments slip
"kiitoslappunen"
reply
vastaus
enclose
liittää
separate
erillinen
form
lomake
suggest
antaa ymmärtää
general
yleinen
supplier
tavarantoimittaja
9
Back to the contents
2_1_VOCABULARY
Page 116 Email communication for orders, quotations and follow-up
attach
liittää
format
muoto
brief
lyhyt
order
tilaus
follow-up
seuranta
quotation
tilaus
10
Back to the contents
2_1_VOCABULARY
Page 118 Requesting payment
alternatively
vaihtoehtoisesti
regularly
jatkuvasti
application
vaatimus
reminder
muistutus
appropriately
asiaankuuluvasti
request
vaatia, pyytää
aspect
näkökulma
subsequent
seuraava
collection
perintä
supplier
tavarantoimittaja
common
yleinen
customer
asiakas
detail
yksityiskohta
documentary
collection
asiakirjaperittävä
documentary credit remburssi
fail
laiminlyödä
form
kaavake
formality
muodollisuus
in advance
etukäteen
insist
vaatia
invoice
lasku
late
myöhästynyt
legal action
oikeustoimenpide
payment
maksusuoritus
promptly
ajallaan
reason
syy
11
Back to the contents
2_1_VOCABULARY
Answers for exercises 2.1
Contents
Answers for exercises in the book ..........................................................................................................2
P. 107 What do the following abbreviations and acronyms for international organisations and
agreements stand for? ........................................................................................................................2
P. 117 Supply a suitable SMART subject heading in the following email ...........................................2
P. 118 Delivery documents..................................................................................................................3
Answers for extra exercises.....................................................................................................................4
3. EU abbreviations – what do the following stand for?.....................................................................4
5. Written messages in international trade ........................................................................................4
1
Back to the contents
2_1_ANSWERS_FOR_EXERCISES
Answers for exercises in the book
P. 107 What do the following abbreviations and acronyms for international organisations and
agreements stand for?
APEC
Asia-Pacific Economic Cooperation, www.apec.org/
GATT
The General Agreement on Tariffs and Trade, www.gatt.org/
IMF
International Monetary Fund, www.imf.org
NAFTA
North American Free Trade Agreement, www.naftanow.org/
NATO
North Atlantic Treaty Organization, www.nato.int
SAFTA
South Asian Free Trade Area
UN
The United Nations, www.un.org/
UNCTAD
United Nations Conference on Trade and Development, www.unctad.org
WB
World Bank, www.worldbank.org/
WTO
World Trade Organization, www.wto.org/
____________________________________________________________________________________
P. 117 Supply a suitable SMART subject heading in the following email
Suggestions for a suitable SMART subject heading
●
Concern about progress of oil tank delivery please advise
●
Confirmation of oil tank delivery progress needed
●
Oil tank delivery progress manufacturing and site visit info needed
____________________________________________________________________________________
2
Back to the contents
2_1_ANSWERS_FOR_EXERCISES
P. 118 Delivery documents
____________________________________________________________________________________
____________________________________________________________________________________
3
Back to the contents
2_1_ANSWERS_FOR_EXERCISES
Answers for extra exercises
3. EU abbreviations – what do the following stand for?
EC
European Community
EICs
Euro Info Centres
ECA
European Court of Auditors
EIF
European Investment Fund
ECB
European Central Bank
EMI
European Monetary Institute
ECOS European city cooperation system
EMS
European Monetary System
ECU
European currency unit (now the euro)
EMU
Economic and monetary union
EDA
European Defence Agency
EP
European Parliament
EDF
European Development Fund
EPA
Environment Protection Agency
EEA
European Economic Area
ERDF European Regional Development Fund
EEA
European Economic Area
ERM
EESC
European Economic and Social
Committee
ESCB European System of Central Banks
ESF
EFTA European Free Trade Association
EIB
exchange rate mechanism
European Social Fund
EURES European employment services
European Investment Bank
____________________________________________________________________________________
5. Written messages in international trade
Answers coming soon!
____________________________________________________________________________________
____________________________________________________________________________________
4
Back to the contents
2_1_ANSWERS_FOR_EXERCISES
2.1 Tips for the teacher
This first unit in section 2 moves outside the company and the domestic market. The unit builds on
writing skills from unit 1.7 introducing the student to writing between buyers and sellers. The unit also
builds on business vocabulary from units 1.4 and 1.5 with the focus now on international trade.
Aims


To introduce additional essential business vocabulary in the context of international trade,
import and export, globalisation and the EU
To look at real business messages and documents in context to build on writing skills
Other resources in the book
If you are using the book to teach business writing skills, take unit 1.7 first, then 2.1 and 2.2 (and some
elements from 2.3).
If you are teaching English for international business/trade and students already have basic business
vocabulary you can use 2.1 with 3.6
Language notes
Internationalisation and globalisation are spelt with “s” here
 The spelling with “z” in the quote on page 102 is from the original version on the WTO website.
See also the notes to accompany the introduction for words with “inter”.
See also the notes to accompany the Win Win Post.
See also the notes on “the EU” for page 104.
See also the notes on inquire/inquiry for page 110.
vendor can also be used for supplier
procurement
http://www.businessdictionary.com/definition/procurement.html
1
Back to the contents
2_1_TIPS_FOR_TEACHER
Useful links
http://www.buyusa.gov/finland/en/market.ht
ml
http://www.wto.org/
http://www.wto.org/english/thewto_e/countri
es_e/finland_e.htm
http://europa.eu/index_en.htm
http://www.stat.fi/index_en.html
http://www.apec.org/
http://www.gatt.org/
http://www.imf.org
http://www.naftaworks.org/
http://www.un.org/en/
http://www.worldbank.org/
____________________________________________________________________________________
See Extras for more material and exercises.
See the DVD for more material.
See slides for more material.
____________________________________________________________________________________
____________________________________________________________________________________
Contents of unit
P. 102 Introduction
Note the spelling of integrated (not intergrated as many write).
International trade – trade between nations
 Prefix “inter” means among or between
Ask students how many words they can make with the prefix inter
 intercept
 interject
 interchain
 interlocate
 interchange
 interlock
 intercourse
 intermission
 interfere
 intermittent
 intergalactic
 international
2
Back to the contents
2_1_TIPS_FOR_TEACHER






internet
interracial
interRail
interrupt
interstate
interview
Compare the prefix ‘intra’ which means within
 intrapersonal
 internet vs. intranet
____________________________________________________________________________________
P. 102 Anna’s blog
Ask students in class
 Do you shop local? Do you buy local products?
 Where do the clothes you are wearing come from?
 Where was the breakfast/food/lunch you ate this morning/lunchtime
produced/grown/made?
retail therapy
 what do students understand by this?
____________________________________________________________________________________
P. 102 Quotes
Have students noticed the two different spellings of globalisation on this page?
 globalisation (s – UK) and globalization (z US)
 Z spelling is left here as it was in original quote otherwise the “s” spelling has been used in
this book.
____________________________________________________________________________________
P. 103 The Win Win Post
The news items were based on topical items in summer 2008.
For example see the original full news stories on the following links:




http://www.hs.fi/english/article/Russian+wood+tariffs+could+threaten+economic+viability
+of+Saimaa+Canal/1135227591760
http://news.bbc.co.uk/2/hi/business/7447786.stm
http://news.xinhuanet.com/english/2008-05/13/content_8157039.htm
http://www.wto.org/english/res_e/reser_e/wtr08_e.htm
Update and add current news items using the relevant vocabulary.
3
Back to the contents
2_1_TIPS_FOR_TEACHER
Collect word groups. You can also ask students to use a good dictionary to find
collocations/prepositions/expressions that are typically used with the words and create mind
maps etc. for them.
 import
 bi-lateral
 subsidy
 export
 regional
 reform
 customs
 bloc
 concession
 quota
 cartel
 surplus
 free trade
 dispute
 adverse
 protectionism
 embargo
 unfavourable
 multilateral
 sanctions
 leverage
Prepositions:






tariff on
embargo on
duty on
surcharge on
to impose... on...
invest in




contribution to
result in
in the latest round
import from a
country to/into a
country


export from a
country to a
country
traffic on the
canal
Collocations, expressions etc:


import
− imports
− importer
− import duty (pl. duties)/import
surcharge
− an import-export company
− direct import
− visible imports
− cheap imports
− imported goods
export
− exports
− exporter
− direct/indirect export
− re-export
− visible export
4
Back to the contents
2_1_TIPS_FOR_TEACHER



− export credit
− major/leading importer
customs
− customs agent / customs officer
− customs declaration
− customs duty
− Customs and Excise (UK)
Customs Service (US)
quota
− to impose/introduce quotas
− to increase/raise/reduce a quota
− to achieve/fill/make/meet/reach
a quota
free trade
− a free-trade agreement / area /
zone





trade
− trade balance
− trade barrier
− trade deficit
− trade war
− trading partner
protectionism
− protectionist
− protection for sth/sb
− protection of sth/sb
− protection against sth
− protection from sth
− protective tariff
− consumer protection
− employment protection
− investor protection
dispute
− to be involved in / have / resolve
/ settle a dispute
− industrial / labour / pay disputes
embargo
− to enforce/impose an embargo
on sth
− to place / put an embargo on sth
− to end / lift an embargo
− an arms / oil / a trade embargo
sanctions
− to apply / impose / lift sanctions





− economic / financial / trade
sanctions
subsidy
− government / indirect / public /
state subsidies
− to get / qualify for / receive a
subsidy
− to give / grant / pay / provide a
subsidy
reform
− corporate / economic / financial
/ structural reform
− to carry out / introduce reforms
− to call for / discuss / plan /
propose reforms
concession
− to demand / seek / win
concessions
− to make / offer concessions
surplus
− in surplus
− consumer trade
− surplus
leverage
− use sth as leverage
− leverage up
− over-leveraged
− debt leverage
Ask students to find recent news or other information related to similar themes as in the Win
Win Post (e.g. Finland Russia trade disputes, Finland’s work on poverty reduction, recent
activities at WTO and OPEC etc.). They should be prepared to share their findings with their
class mates.
____________________________________________________________________________________
5
Back to the contents
2_1_TIPS_FOR_TEACHER
P. 104 The EU and legal transactions in business
In conversation we use the definite article
 The EU
 The EEA
 The EC
 as adjective: EU policy
 In formal writing, it is acceptable to write the abbreviation EU without explaining it in full.
See the interview with Ross Kamarul-Baharin on the DVD in which he explains the functions of
the EU to accompany the diagrams on page 104. These diagrams are also in the slides.
Glossary of terms was given by Ross Kamarul-Baharin to accompany his DVD interview.
See extra exercises and answers for more ideas.
http://europa.eu/abc/index_en.htm
http://iate.europa.eu
____________________________________________________________________________________
P. 105 Globalisation in Brief
Let students listen to the DVD and try the vocabulary and comprehension exercises
before they read the text.
Let students prepare mini-presentations and present and explain the charts in the
book (figures 1, 2 and 3). These are in the slides.
Correction: Michael Keaney is senior lecturer
An oligopoly - the domination of a market by a few firms.
___________________________________________________________________________________
6
Back to the contents
2_1_TIPS_FOR_TEACHER
P. 107 Trade at the national and company level
Let students research innovation: what is it? how is it measured? what kind of innovation
activity is there in Finland / other countries? etc.
 See for example www.stat.fi
Students could make their own creative sentences following “the more … the more ..”
structure such as:
The more innovative Nokia is, the more effectively it will sell its products.
The better Nokia phones are, the more they will sell.
The more innovative Nokia becomes, the stronger its competitive advantage will be
The higher the productivity of Finnish companies, the more efficiently Finland can use its
resources.
____________________________________________________________________________________
P. 108-109 Company cases
Fondberg – note for use as a marketing case
 Marketing alcoholic beverages is permitted to some extent in Finland but is regulated by
law. Spirits cannot be marketed or promoted to the consumers. Sales of wine products can
be much improved by marketing and good press reviews. For example, if Viini magazine
rates some product as a “find!” the Alko shelves are empty the very same day and the
importer is rushing to place new orders to fulfil the demand.
Ask students to make a SWOT analysis of the companies given here or their own examples.
 Discuss and compare the results.
For some ideas for SWOT analysis and a video to show in class see:
http://marketingteacher.com/lesson-store/lesson-swot.html
Local company presentations (and for page 110)
 Ask students to either research local companies involved in international trade or invent
some.
 Ask students to present mini-cases/SWOT analysis for each company in class. Students can
build short slides or notes on the board as in the bullet points in the vignettes here.
 Large company examples: Starbucks Nike Walmart at
http://www.corporatejourney2u.com/business/business-swot-analysis.html
7
Back to the contents
2_1_TIPS_FOR_TEACHER
Alternatively if students know it, conduct PEST analysis
http://www.marketingteacher.com/lesson-store/lesson-pest.html
____________________________________________________________________________________
P. 110 Presentations
a) Encourage students to find local examples.
 Use the company’s website and summarise their international operations.
 Use bullet points for basic company information.
 Show examples in class.
b) For phrases for social speeches see page 167
c) International organisations – see some links at start of this material
Students can prepare this for homework. Ask students to give basic facts and details about the
organization rather than complex information.
SWOT analysis of NGOs as trade partners:
http://www.tradeforum.org/news/fullstory.php/aid/1042
____________________________________________________________________________________
P. 110 – 111 Communication in international trade between buyer and seller
If students have not yet seen unit 1.7 on writing, please ask them to read the basic guidelines to
writing emails first before starting with these messages.
See the “purchasing process” diagram in the PowerPoint slide.
inquiry / inquire can also be enquiry / enquire but this book uses inquiry
 to inquire about something – to ask someone for information
 an inquiry – a question you ask to get information
 inquire whether/how/why + indirect/reported question
I’d like to inquire whether your products are available.
I’d like to inquire how I can do it.
We’d like to inquire why your shipment has not yet arrived.
to inquire further = to ask more questions
____________________________________________________________________________________
8
Back to the contents
2_1_TIPS_FOR_TEACHER
P.111 Examples of written messages in international trade (diagram)
You can go through the diagram in class as a process while discussing the channels of
communication at the same time.
Or you/students can act out mini-situations in class to illustrate the process, from meeting a
potential supplier/vendor at a trade fair or from receiving a phone call.
Ask students: What communication channels or media are the most appropriate for sending
these messages? (p.110)
 If students are working, they can share their real experiences.
 If students are not working and have little experience, ask them to write possible channels
on the diagram.
 See also extras Case SJR for ideas.









Email , telephone, fax, letter – which is the most common today?
Electronic order system EOS
Electronic order form EOF
Enterprise software
e.g. SAP - Systems, Applications and Products in Data Processing
See http://www.sap.com/index.epx#/solutions/index.epx
CRM Customer relationship management software/databases
SRM Supplier relationship management
See also page 282 http://www.hansaworld.com/global
Video on CRM by Hansaworld at
http://www.hansaworld.com/onlinedemos/crmstandalone
http://downloads.hansaworld.com/downloads/partners/CRMbyHansaWorld_20101025
.pdf
Invoice forms
Telephone procurement forms – for use when obtaining quotations by phone
Procurement documents – search for examples on the internet – such as
http://www.tutorialspoint.com/management_concepts/procurement_documents.htm
http://www.mango.org.uk/Guide/ProcurementExampleDocs
Social media for promotional material
 How are companies using social media to engage customers – present and potential?
Facebook pages etc.
____________________________________________________________________________________
9
Back to the contents
2_1_TIPS_FOR_TEACHER
P. 112 Examples of written messages in international trade
Overview of the messages on pages 112-120
Inquiry letter, page 112
Reply to inquiry letter, page 113 (on Win Win Com headed paper)
4 point plan in routine replies, page 114
A follow-up email inquiry, page 115
Reply to email inquiry, page 115
Email communication for orders, quotations and follow-up, page 116
Routine order, page 116
Request for quotation, page 116
Email accompanying quotation, page 117
Follow-up email, page 117 (See answers for subject heading)
Example of a first reminder, page 118
Example of a second reminder, page 119
Example of a final warning, page 119
Example of a complaint, page 119
Handling the complaint and apologising, page 120
*Please see page 121 for information on the company Estanc.
The section starts with two letters to give two formal examples and show how the 4 point plan
works in letters. You can discuss in class to what extent letters are actually sent today in these
cases. You can refer back to the 4 point plan for emails on page 95. The 4 point plan for routine
replies to inquiries is on page 114. Identify the 4 points in the 2 letters.
These letters are polite and formal. The sender and receiver do not know each other and are
being courteous to build a good relationship and seal a potential deal.
Point out the more formal tone and style elements of the letters in contrast to emails. For
example




Salutations
Dear Mr …
Complimentary close
Yours sincerely
Full forms of verbs rather than contractions
I would be (not ‘I’d be’)
Polite requests
Could you please send us …?
10
Back to the contents
2_1_TIPS_FOR_TEACHER


Polite language
Do let me know
Thank you for (not ‘thanks’)
I would be more than happy to
Enc
With letters we enclose documents
With emails we attach them
P. 112
You and your students might find that the actual original inquiry in the letter from Estanc CEO is
not very specific. Is it clear if he is asking for solutions for the whole Estanc company? Perhaps
at this stage in the correspondence it does not matter but being specific and including all
essential details for your reader is an important part of the win-win approach. The receiver
should not need to send further messages asking questions to find out things which could
already have been given in the original for instance.
The CEO has given a deadline for receiving the information. Markku Peltonen has replied
promptly (email would have been much faster!).
Estanc As is the official Estonian name for the firm.
AS ESTANC is on the real headed paper.
Correction – the date on the letter on page 113 is not in the correct place for Finnish layout.
Enc can also be written ENC or ENCS, Encl or Enclosure
In this case the enclosures are identified. The reader has been alerted to them in the
text (in the enclosed catalogue, I enclose details ...)
____________________________________________________________________________________
P. 114 Routine email inquiries and replies to inquiries
P. 114
business to business is not hyphenated here but can also be written business-to-business or
B2B
Correction to 4 point plan box ROUTINE REPLIES TO INQUIRIES
Students can identify the 4 points in the emails.
11
Back to the contents
2_1_TIPS_FOR_TEACHER
The closing is often something simple such as “Looking forward to your order” but stress how
friendly and positive this type of close is early on in the correspondence.
P. 115
Ask students
 Where did the buyer and seller in the follow-up email meet? Who are they?
o At the World Food Fair.
o Buyer Crossroads Supermarkets UK buying for a range called Tasty Destinations
Delicatessen
o Seller Finnish food/berry company
 What have they done since their first meeting?
o The Finnish food company has sent some berry samples to Crossroads. They sent
these immediately after the fair, so prompt action as promised in their meeting.
o The follow-up email has a specific subject heading which when replied to will
facilitate everyone finding the emails in the chain.
 See extra exercises for ideas on setting up similar situations for email practice with your
students, for example in your online learning environment.
Ideas for practising written correspondence:
1) Find an example of a promotional material (brochures, flyers, ads...) that a company uses or
ask your students to find it. Spend a few minutes discussing the kind of language used in the
material (eg. what kind of information is provided, how the products are described and what
kind of describing words are used - how the company convinces the readers that their product
is worth buying).
2) Ask students to work in pairs/groups and quickly brainstorm an idea for a company
(company name, line of business, best-selling product).
3) Ask students to write a short ad for marketing their best-selling product.
4) Once the ads are finished, deliver each pair / group an ad from another pair / group.
5) Study the use of the 4 point plan and win-win approach in inquiries (p.112) together with the
students and then ask them to write an inquiry where they request more information on the
product in the ad delivered to them.
6) Once the inquiries are finished, deliver the inquiries to the correct companies and ask them
to write a reply to the inquiry (see p. 113 for an example).
7) The same idea could be taken all the way to quotations, orders, order confirmation, delivery
documents etc. for example by using your virtual learning environment where students can
produce the written messages.
____________________________________________________________________________________
12
Back to the contents
2_1_TIPS_FOR_TEACHER
P. 117 Supply a suitable SMART subject heading in the following email
The email is a real one related to the case. It contains three requests so finding one subject line
in a few words is tricky.
 Which is the most important request? Does the reader know what he/she is expected to do
and by when?
 Who is dear all?
 How could the email be improved?
____________________________________________________________________________________
P. 118 Delivery documents
Proforma invoices – written without hyphen
 A Proforma invoice is an invoice provided by a supplier in advance of providing the goods or
service. Suppliers will do this if for some reason they are not prepared to extend normal credit
terms to the buyer. There are risks with this and buyers should perhaps consider the following
alternatives first:
Is it possible to arrange credit terms with the supplier?
Is it possible to use another supplier?
Is it possible to arrange for a cheque or payment to be handed over on delivery of the goods?
Is it possible to pay only a deposit up front, and the rest on normal credit terms, or on delivery?
____________________________________________________________________________________
____________________________________________________________________________________
13
Back to the contents
2_1_TIPS_FOR_TEACHER