English for Masters in Economics. Маркушевская Л.П - 61 стр.

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Университет ИТМО | Санкт-Петербург

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152
TEXT 19 . SALES PLANNING
Exercise 1.Be ready to answer and discuss these questions.
1. Whatis«planning»?
2. Do you plan your work / study? Is planning important in your usual
life?
Exercise 2. Check the transcription of the words in the dictionary and
classify them.
Imperfect, indispensable, encourage, salesperson, routine, activity, to
include, negotiation, to involve, to prioritise, to appeal, self discipline, su
-
pervision, accountancy, to implement, assumption, to avoid, to bother,
thrill, buzz, concession, proposal, to rumour.
Noun Verb Adjective
Exercise 3. Give the Russian equivalents to the following English ex
-
pressions. Use any 3-4 of them in your own sentences.
To involve different activities, on one’s own, in fact, to achieve one’s job
purpose, growth potential, on one’s hit list, for free.
Sales Planning
1
Sales planning is an activity, or a set of activities designed to
begin the salesperson to move towards achieving his or her goals.
All planning is by its nature imperfect, but as Dwight D. Eisen-
hower, 34
th
US President and ex Army General once said of plan-
ning. “In preparing for battle I have always found that plans are
useless, but planning indispensable”. Effective planning requires
the salesperson to put in a lot of thought, effort and hard work, but
the effort is worth it in the long run.
2
Most salespeople, when you look at the amount of turno-
ver they are responsible for, are running the equivalent of a
small to medium business. When you begin a small to me-
dium business the first thing your bank manager asks is to
see your plan
61
about how much to spend on maintaining plant and equipment. Cutting such
spending could be a false economy.
* precarious – сомнительный, рискованный
turmoil – суматоха, беспорядок
viability – жизнеспособность
to revamp – поправлять
worsen – ухудшать(ся)
Task 1. Fill in the gaps using words and expressions from the text.
Creditexposure,mortgagemarket,cash-owmanagement,supply
chain,survey,creditinsurance,knock-oneffect,gobust
1. Difcultiesat_______pushrentsupinIreland.
2. LogiChem is expanding into enterprise market changing traditional
____.
3. It is essential for a business owner to have strong skills in _______.
4. According to the ______ of the Association of Risk Managers, 90
per cent of the companies are going to introduce this position into
their staff list by the end of next year.
5. If one of the suppliers becomes bankrupt it has a ________ on the
entire retail system.
6. _______ is an invaluable aid to successful national and
internationalbusiness-to-businesstradeasitcoverstheriskof
nancialloss.
7. The economy of the country collapsed, the Airlines ______ taking
plane manufacturers and travel agents with them.
8. Our company provides a full range of services that include ______,
calculation and elaboration of the strategy.
Task 2. Decide whether the statements are true or false according to the
text. Correct the false statements.
1. The collapse of the US subprime mortgage market raised the
willingness to tolerate risks among companies.
2. The way to reduce risk is to make the supply chain more complex.
3. There is a correlation between theft level and unemployment.
4. With the economic recession the risks for the companies have
expanded.
5. American International Group had a crisis, which lead to turmoil in
many institutions.
6. Credit insurance companies do not provide insurance for suppliers
against the risk of the purchaser of their goods going bust.

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